Equinix is the world’s digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.
We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.
A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.
Job Summary: The Commercial Solutions Manager is responsible for analyzing large regional and/or strategic new and renewing deals across key metrics to recommend and approve pricing, suggest relevant use of deal structure components, and facilitate escalations within Commercial Operations, and to the Executive team. Uses a wide-range of advanced experience to resolve complex issues. Determines methods and procedures on new assignments; may coordinate project work for others.
Pricing Analysis / Reporting
Uses wide-ranged advanced experience to recognize pricing and business terms and conditions (T's & C's) related trends for new and renewing customer deployments by market
Leverages advanced competitive pricing intelligence, market and industry trends, and win/loss analysis to enhance recommendations and complex deal structuring in support of sales
Deal Consultation / Escalation
Provides expert level support to regional sales in the structure of complex new and renewing deals while using the pricing thresholds, existing analysis tools, and rules of engagement to drive the appropriate approvals
· Manages escalations within Commercial Operations and the Executive team, as necessary
Manages and provides expert Term Sheet development for regional and global Deal Reviews, ensuring compilation of appropriate analysis, summary, and recommendations for speedy review and approvals
Presents expert recommendations and findings to the deal review committee and/or executives
Commercial / System Approvals
Develops complex solutions for non-standard customer requests and acts as a single point of contact/approval for Sales to solution
Recommends regional and global pricing approvals for new and renewing deals on a global level
Provides Siebel approval support for all quotes/deals brought forward by the sales reps aligned to them (full global ownership)
Collaborates with global peers and stakeholders to form a unified commercial support strategy in partnership with sales
Engages in negotiations between Sales and customers through both consultative discussions with Sales and via direct interaction with customers for complex issues
Understands and applies the different Sales motions, price parity, and customer contracting vehicles
Applies complex channel pricing and deal parameters to support partner resale growth objectives
Sales Deal Enablement
Supports the sales process, specifically the deal parameters/effective pricing threshold understanding/pricing approval processes for complex deals
Ensures appropriate onboarding of sales reps related to pricing approvals and deal structuring
Plans and manages post-bid submission activities
Tracks and assists with improving the quality of large deals by recognizing trends and areas for streamlining and system improvements
Pricing Agreement Supports
Provides complex global pricing agreement recommendations, approvals, and support for rate cards for space and power, interconnection, and growth incentive plans
Terms and Conditions Approvals
Reviews and approves advanced business related terms and conditions
Escalates terms and conditions beyond approval authority to Commercial Operations management and potentially the Executive Team
Evaluates and approves complex credits through an understanding of the order and invoicing process to achieve desired business outcomes
Drives commercial issue resolution for revenue-impacting activity in accordance with governance policy in partnership with Billing, Credit and Collections, and Sales
5-10 years experience preferred
Bachelor's Degree required
We offer Medical, TeleMedicine, Dental, Vision, Life and AD&D insurance, 401K, Leave of absence & disability benefits, paid time off & holidays and more.
In accordance with Colorado State Law (https://leg.colorado.gov/bills/sb19-085) the salary range for Colorado for this role is $77,000 – $108,000 per year with 20% bonus target.
At Equinix, we’re tasked with leading in the communities we serve — and doing our part to help keep our communities and our teams safe. Our #IamSafeIBelongIMatter culture transcends and informs all we do. In alignment with our culture, Equinix has implemented a vaccine or test policy that requires employees to show proof of full vaccination or get tested regularly to work onsite in an IBX or office.
Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.
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Equal Employment Opportunity:
Equinix is an Equal Employment Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.
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