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Senior Director, Digital Specialist Leader - APAC

 

Senior Director, Digital Specialist Leader - APAC

  • JR-202257
  • Sydney
  • Kowloon
  • Minato-ku
  • Shinagawa-ku
  • Singapore
  • Executive Management
  • Full time
Senior Director, Digital Specialist Leader - APAC

Digital Specialist Leader, APAC

Equinix is the world’s digital infrastructure company, operating 230+ 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 77+ 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 28 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. 

Summary

Digital account leader plays a key role in helping cloud-native SaaS companies, startups, and fast-growing Enterprise “lines of business” adopt Equinix platform value. The Digital Specialist leader is the “conductor” to accelerate new business across Virtual Connection Services, Exchange & Network Services, Cloud Networking Services and Edge Infrastructure Services to increase market share and revenue growth across the entire digital services portfolio.

Responsibilities

  • Develop plan to grow digital business against a comprehensive account/territory plan
  • Drive strategic, global & multi-line of business global account plans
  • Research and document detailed understanding of customer business and organizational landscape
  • Allocate digital prospects, actively handling and updating them over time
  • Partner with regional Sales Ops in annual quota setting process to set digital territory goals
  • Manage accurate forecast process and conduct internal QBR, measuring performance against pre-established business metrics
  • Working with GTM and DS BU leadership, identify opportunities for market penetration opportunities using digital platform and services
  • Identify account trends, buying and adoption product signals, and external enrichment sources
  • Surface digital services gaps by interfacing with established ecosystem partners in key functional areas e.g. Kubernetes, Storage, Databases, HCI and partner with enterprise team on plans to address
  • Lead technical and product conversations with strategic accounts, present at customer and partner briefings, industry events and internal reviews
  • Lead team in demonstrating advance platform capabilities and use cases in live demos
  • Remove barriers to adoption by working with Solutions Architects, Customer Success, Technical Account Managers, and expanding technical and business knowledge
  • Drive a coordinated sales approach and build strong community with extended sales team (Digital Principals, Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)
  • Raise awareness by engaging peers across Equinix in practitioner culture and use cases
  • Collaborate with Digital/PLG Marketing on-demand generation programs and campaigns; activate smart outreach campaigns with opportunity development colleagues
  • Facilitate key customer relationships to ensure timely resolution of raised customer issues
  • Manage 5-7 regional Digital Sales Specialists
  • Sales target of $140M, bookings target TBD
  • Lead hiring decisions and activities, compensation, quarterly conversations, performance counseling, mentoring and career development
  • Challenge team to think globally and actively export to other regions
  • Own and handle all issues and raise to leadership for critical matters
  • Ensure team adoption of relevant tools available for more efficient business management

Knowledge & Experience

  • Proven demonstrated track record selling enterprise and cloud solutions, selling infrastructure-as-a-service; strong sales management
  • Knowledge of business challenges facing enterprise executives that are driving needs for cloud and interconnection services
  • Experience selling to breadth of industries including network and mobile providers, Cloud and IT services, content providers, financial services
  • Experience establishing and scaling direct enterprise sales and partner models
  • Experience with lead generation, pipeline management, account management and forecasting
  • Experience with common sales tools
  • Experience leading and inspiring a team of strong and fast-paced sales teams

Skills & Attributes

  • Passionate about infrastructure, interconnection, and the future of technology
  • Experienced in hardware and/or open-source software sales and account management
  • Focus on execution and results by establishing high standards for performance, setting goals and developing plans, following through and holding people accountable for results
  • Builds partnerships and works collaboratively with others to meet shared objectives; values others’ expertise and promotes cross-functional understanding; strong negotiator, fosters healthy debate to achieve optimal outcomes
  • Easily connect with both technical and business stakeholders
  • Storyteller, with a unique ability to work with colleagues to command a room; Comfortable preparing & leading client/partner presentations at all levels
  • Adept at balancing intense short-term pressures with overall long-term goals
  • Adept at inspiring behavior change through motivating teams, planning initiatives, designating priorities, and being decisive when faced with ambiguity

Agility & Potential

  • Foresight: Simplify complex problems, develop creative solutions, thinking dexterity.
  • Learning: Self-awareness, curious and open-minded, courageous.
  • Adaptability: Authenticity, empathy, flex and transformation.
  • Resilience: Ownership mindset, purpose, and integrity, persist and sustain energy.

Culture

  • Critical that candidates resonate with the Equinix mantra of being “In Service To” each other, to our customers, to our shareholders and to the communities in which we operate.
  • An authentic commitment to Diversity & Inclusion, helping Equinix build a culture where every employee can confidently say “I’m Safe, I Belong and I Matter.”
  • Other key characteristics desired: authenticity, humility, perseverance, drive.

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, colour, 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.