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Director, Sales

 

Director, Sales

  • JR-123227
  • Ashburn
  • Sales
  • Full time
Director, Sales

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 Director, Sales leads sales team in accelerating Equinix's growth by managing existing client base and developing new accounts. Responsible for mid-to large team with large revenue and bookings within region.

Responsibilities

Leading a Solution Selling Team

  • Primary focus on a minimum of 100% retirement of quarterly sales bookings for team

  • Promotes the holistic vision of platform Equinix translated into value proposition and solution-based 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 key, complex opportunities

  • Drives team to think globally and actively closing opportunities (exporting) to other global regions

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

  • Allocates key account prospects, actively managing and updating them over time

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

  • Grows and optimizes headcount and resources in region for Go-To-Market strategy

  • Conducts internal Quarterly Business Reviews, measuring performance against pre-established business metrics

Forecasting & Pipeline Management

  • Develops plan to growth territory year over year

  • Achieves and exceeds assigned sales targets

  • Provides accurate forecasts on weekly cadence to senior leadership

  • Ensures operational discipline of team to meet forecast, following the principles of forecasting via SalesForce.com

  • Sets expectation and regular cadence for pipeline reviews; reporting pipeline status to senior leadership

Build Customer Relationships

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

  • Drives team to hold quarterly customer business reviews and executive briefing with key customers

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

  • Focus on elevating executive level positioning and ensuring account teams are adequately and appropriately positioned for expand opportunity potential and business retention

Leverage Internal & External Partners

  • Drives strategy and communication plan with external partners at Executive level (Reseller, Platform, etc.)

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

  • Collaborates with Marketing on demand generation programs and campaigns; makes budget decisions on field marketing programs

  • Approves solutions and value proposition for key, complex opportunities

People Management & Coaching

  • Provides leadership and direction to the team for defining and executing on their territory plans, manages sales managers

  • Coaches on team development and selling behaviors; shares and models best practices with broader team

  • Creates spirit of collaboration, evangelism, and engagement with sales teams

  • Fosters an environment emulating the “Magic of Equinix”

  • Drives accountability for the performance and results, ensuring majority of team members are consistently meeting their targets

  • Champions the adoption of new processes, selling practices, go-to-market strategy acting as champion of change

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

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

  • Leads hiring decisions and activities, compensation, quarterly conversations, performance counseling, coaching and career development

  • Mentors sales people on special projects

  • French language skills considered an asset

Qualifications

  • 10+ years relevant sales experience preferred with prior sales leadership roles

  • Bachelor's Degree required

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, as well as our status as a U.S. federal contractor, as of December 8, 2021, Equinix will be mandating all US-based employees to be fully vaccinated for COVID-19. If you are unable to get a vaccine due to a medical condition, or sincerely held religious belief, Equinix will consider exemption requests as an accommodation.

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 disabilities.

Visit our Career page here to understand about Equinix COVID-19 Vaccine Policy.

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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.

(US Applicants)

Please click here to see the “EEO is the Law” poster and supplement.

Please click here to see our EEO Policy Statement.

Please click here to see our Pay Transparency Policy Statement.