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Director, Sales Compensation & Revenue Operations

 

Director, Sales Compensation & Revenue Operations

  • JR-124900
  • Toronto
  • Redwood City
  • Miami
  • Tampa
  • Chicago
  • Dallas
  • Sales
  • Full time
Director, Sales Compensation & Revenue Operations

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 Compensation and Revenue Operations is accountable for Sales strategy and operations for a region, in a manner which supports the sales effort and any change and evolution within it (including acquisitions). The Director is expected to identify, initiate and drive projects that are considered necessary for both the short-term and long-term goal of operating a best-in-class Sales Strategy and Operations team. The Director also acts as a business advisor to the Regional Sales Leader and the Territory Sales Leaders in the Region.

Responsibilities
 

Sales Strategy

  • Engages with Territory or Regional senior management to identify and prioritize key sales programs and consistent reporting cadence

  • Partners with key stakeholder on global sale compensation philosophy

Revenue Operations

  • Drive efficiency and growth through predictable revenue in partnership with sales strategy, forecasting and reporting, sales, renewals, marketing, customer success, and corporate development

  • Identify opportunities to increase revenue through GTM strategies that streamline the customer lifecycle and sales process improvements, combining with compensation reporting which re-enforces the strategy

  • Identify and improve data quality, analysis and reporting to drive growth and performance partnering with Sales Analytics including UAT

  • Builds compensation forecasts to understand overall business health and modeling to ensure correlation to business results

  • Leveraging compensation in alignment with Sales Strategy peer to ensure sales processes including quota and target management, revenue, productivity, attainment reporting and territory management.

  • Measuring book to bill ratios and executing initiatives to positively impact

  • Install an operating model and cadence to deliver predictable and visible results

Compensation Planning & Program Support / Implementation

  • Leads regional or GTM cross-functional projects targeted at improving sales productivity, partnering with Sales Strategy, Planning, Targeting, Reporting & Forecasting organization

  • Collaborating across Sales Operations, Finance and Marketing to deliver accurate measures to evaluate effectiveness

  • Identifies enhancements to Sales Operations services to improve, and manages change implementation plans

  • Transforms sales operations processes at a regional or GTM level to drive significant evolution in service / process execution

  • Responsible for adoption of changes to processes inside region and coordination across regions and with other services


Business Performance Management

  • Manages reporting and dashboard production on quarterly basis for regional or GTM specific basis from compensation payouts

  • Designs and enables dashboards within company reporting systems for end to end process

  • Monitors dashboards and is able to identify region or territory trends and shift team members into process improvement

  • Oversees regional compensation and performance measures to evaluate options

Process Improvement

  • Proactively identifies process improvement opportunities at the regions or territory level and leverages staffing and teams to drive improvements cross-functionally

  • Uses regional or territory influence along with functional authority to achieve process improvements and adoption

People Management

  • Develops functional strategy and objectives; Provides leadership and direction to the team, through subordinates, to ensure overall success of the team

  • Drives accountability for the performance and results of direct reports and smaller teams
    Responsible for hiring decisions and activities including job definition, interviewing, selection, and onboarding

  • Responsible for employee decisions and activities including compensation, quarterly conversations, performance counseling, coaching, and career development

  • Ensures workload is balanced

  • Assesses employee engagement and develops and implements strategies and programs to improve it

  • Responsible for succession planning recommendations and contributing to and driving the people development strategy

  • Models the Equinix Culture and Values

Qualifications

  • 15+ years experience in Sales strategy and/or Sales operations

  • Bachelor's degree preferred

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.

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.