Director, Product Marketing Equinix Metal

Equinix is the world’s digital infrastructure company, operating 245+ 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. With Equinix Metal, customers can rapidly deploy automated single-tenant infrastructure and interact with 2,000+ networks and 3,000 cloud and service providers. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

At Equinix, we help the world’s digital leaders scale with agility, speed the launch of digital services, deliver world-class experiences, and transform people’s lives. Our culture is based on collaboration and the growth and development of our teams.

We hire hardworking people who thrive on solving challenging problems and give them opportunities to hone new skills, and try new approaches, as we grow our product portfolio with new software and network architecture solutions. 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

This leader will play a critical role in executing the product vision and strategy for Equinix’s fast growing Metal product, which is a focal point of Equinix’s Digital Services growth strategy. The Director of Metal will have primary responsibility for integrating the product into the go-to-market engine at Equinix.

Working closely as a key linkage point between the Metal Business Unit, Marketing, Revenue Operations, Customer Experience and Sales organizations – this leader will be responsible for:

Responsibilities

GTM Strategy & Positioning - Develop, package and communicate product vision, features and benefits:

• Short and long term strategy for growing awareness and accelerating adoption of the Equinix Metal product

• Validation of customer requirements for development opportunities

• Value proposition delivery -- Articulate compelling value propositions that are clear, differentiated and defensible.

• Messaging that positions the value of the product in the context of the entire portfolio from an “outside in” perspective including what is available today and in the future (roadmap).

• Packaging -- Deliver messaging and positioning appropriate for the products and the portfolio, customized across needed content modalities, channels and internal/external audience categories

• Market sizing support -- support Metal Product in analyzing and size cross-industry potential markets and customer segments to determine highest value opportunities

• Competitive analytics -- Perform detailed market, competitive landscape assessments – generating insights that support platform strategy evolution, product positioning, roadmap decisioning and market entry evaluations

• Use Case Articulation– Work closely with business unit partners as well as Technical Sales and Customer Success teams to frame key functionality and benefits in terms of customer challenges and deployment options

• Clear and actionable GTM plans

Customer Segmentation & Targeting

• Deep understanding of buying audience and map customer needs to target markets in order to determine which to actively pursue

• Working with Solutions Marketing team, develop and document the targeted personas for specific service offerings and the customer buying process in order to determine appropriate routes to market

• Work with Marketing key stakeholders to identify best means to address target audience and incorporate into actionable marketing plans 

Commercial Activation - activate and leverage the full breadth of Equinix’s GTM capabilities to meet product targets; ensure alignment across the organization on priority and clarity in terms of target segments, persona, use cases and messaging. Be accountable for the market success of the product portfolio together with the Business Unit and Sales organizations.

• Manage the global planning and execution of GTM strategy and plans

• Deliver successful product launches with the audience-specific content and collateral including presentations, product videos, customer success stories, reference architectures, and white papers for both new products and feature extensions

• Support development of commercial structures and packages to achieve financial goals of Product organization including sales/partner/customer promotions and incentives as appropriate

• Be a subject matter expert and product evangelist and in partnership with Marketing and Regional teams, generate and maintain market awareness and preference through AR/PR/social efforts, inbound and outbound digital marketing, market thought leadership and incorporation into customer communication plan and demand generation campaigns

• Develop messaging and response tactics relative to competitive positioning

Sales and Channel Enablement – create and deliver sophisticated tools and training and sales enablement across direct and indirect sales channels

• Tools - Develop content architecture for product collateral and tools to include written and video presentations

• References – support customer advocacy programs in Marketing by identifying and supporting pursuit of target accounts/segments/use cases for reference development

• Training – Working closely with Sales Enablement, develop and support delivery of high quality sales, customer experience and partner training 

• Communications – drive regular sales communication of product feature updates, promotions, etc. through appropriate channels.  Supply market-facing communications and thought leadership

Governance Ownership and Support

• Own and drive a global GTM strategy for each product establishing clear alignment and linked plans with regional product, sales enablement, marketing and Business Units

• Support Business Units and Marketing in the gathering of customer requirements and feedback through including Market Research, Customer Advisory Boards, Helix (online community forum), etc

• Participate in cross functional product and roadmap governance forums covering both current roadmap execution and future roadmap planning

Reporting and Staff Responsibilities

• The Director of Metal will report on a solid line basis to the Sr Director, Global Product Marketing

• The Director of Metal will have broad cross functional leadership responsibilities in addition to direct management of Product Marketing Analysts/Managers.

Qualifications

• 5-10+ years of technology product management or marketing experience in a B2B environment

• Well-developed understanding of the Cloud and Enterprise Compute & Storage needs; aptitude for quickly learning new technologies

• Experience with PLG, Channel and Direct Routes to Market

• Track record of executing complex, multi-channel product launches and scaling 

• Experience navigating, collaborating and managing across technical engineering and business domains 

• High motivation level and appetite for fast-paced team environment; readily adaptable to changing market and organizational requirements

• Demonstrated strong listening and collaboration skills for uncovering both market opportunities and sales needs 

• Strong storytelling skills, with excellent written and verbal communication

• Experience successfully building and leading direct and indirect teams

• Cultural fit is of critical importance.  Successful leaders are highly collaborative and team oriented -- they put “we before me” but are also successful change agents.  They are vocal and engaged, speaking up and stepping up to offer new ways of doing things.  They are humble and are as committed to others’ success as they are their own. 

• Advanced degree in business management is a plus

• Ability to travel 30%

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

• San Francisco, CA / Bay Area:  $179,000 to $304,000

• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state:  $172,000 to $293,000

• Colorado, Nevada, Rhode Island:  $153,000 to $275,000

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.

NON-SALES ROLES

The targeted pay range listed reflects the base pay only and does not include bonus, equity, or benefits. Employees are eligible for bonus, and equity may be offered depending on the position.

Company benefits for the U.S. are subject to eligibility requirements and include Medical, TeleMedicine, Dental, Vision, Life and AD&D insurance, 401K, leave of absence and disability benefits, paid time off, holidays, and more.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you need assistance in applying for an open position, you may send an email to Staffing@equinix.com. Please provide your contact information and let us know how we can assist you.

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.  (Equal Opportunity / AA / Disabled / Veterans Employer (U.S.)).