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Job Summary

The Digital Services Sales Manager leads a team of DSS Account Mangers in accelerating Equinix's growth by optimizing the value of Equinix Digital Solutions.  The territory made up of an existing customer base and the team will strengthen and grow Equinix footprint.

Responsibilities

Territory Planning

• Develops and executes against a comprehensive account/territory plan leveraging internal resources (Sales Operations, Marketing, etc.)

• Holds team accountable to drive territory plans and account plans for key prospects and customers

• Partners with regional Sales Ops in annual quota setting process to set territory goals

• Optimizes resources within team

Forecasting & Pipeline Management

• Achieves and exceeds assigned sales targets

• Provides accurate forecasts on regular cadence

• Ensures operational discipline of team to meet forecast, following the principles of forecasting

• Sets expectation and regular cadence for pipeline reviews; reporting pipeline status to direct manager

Build Customer Relationships

• Plans, builds, and maintains long-term relationships with key accounts

• Provides coaching on conducting quarterly customer business reviews and executive briefing with key customers

• Facilitates key customer relationships to ensure timely resolution of customer issues

Leverage Internal & External Partners

• Implements strategy and communication plan with external partners (Reseller, Platform, etc.)

• Drives a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)

• Implements and monitors demand generation programs and campaigns in partnership with Marketing

Solution Selling

• Ensures implementation and adoption of solution selling skills (Selling Equinix Value) in daily routines of team

• Approves solutions and value proposition being laid out for opportunities

• May have vertical expertise and advise/coach team

People Management & Coaching

• Provides leadership and direction to a team of individual contributors for defining and executing on their territory plans

• Coaches to enhance on-going skills development and selling behaviors

• Creates spirit of collaboration, engagement, and sharing best practices within sales teams

• Drives accountability for the performance and results

• Leads team through changes

• Owns and manages all escalations to senior leadership for critical matters

• Ensures team adoption of relevant tools available for more efficient business management

• Responsible for all hiring decisions and activities, compensation, quarterly conversations, performance counseling, coaching and career development

Qualifications

• 7+ years’ experience managing sales teams selling into the DevOps, FinOps, and platform Engineering Space

• Bachelor’s Degree Required

• Proficient understanding of cloud native technologies, digital transformation programs and their business benefits

• Proficient understanding of compute, storage, and networking technologies and processes in Enterprise IT

• Mastery of sales methodologies such as MEDDIC, MEDDPIC, Challenger, etc.

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

The United States targeted pay range for this position in the following location is / locations are:

• San Francisco, CA / Bay Area: $270,000 to $404,000 per year

• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $266,000 to $396,000 per year

• Colorado, Nevada, Rhode Island: $241,000 to $360,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.

As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link:

USA Benefits eBook

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.