Director, Sales

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, 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 disabilities.

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