Responsibilities 

• Define and execute regional channel strategy and pursuit 

• Implement enterprise partner sales strategy and programs across all Channel motions: Lead the Regional Channel selling team to maintain existing customers while also expanding pipeline of new customers, leveraging tools that improve processes and improve discipline along the way. Focuses team on achievement of the global partner sales strategy, regional financial performance and overall contribution to the company’s long-range plan 

• Manage targets: Deliver the Regional Channel quarterly and annual revenue objectives; track opportunities, maintain up-to-date account profiles, accurately and consistently forecast business. Serve as key member of Regional Sales leadership team  

• Enable sustained Channel execution: Build the bridge between long-term partner development and success to day-to-day field execution, ensuring that the entire Regional Channel Sales organization has the direction, information, resources and support to successfully execute in the field 

• Build regional and country value: Through strong partnerships with the Regional Sales and Technical Sales team, key stakeholders and as part of Regional Sales leadership team, ensure application of global strategy locally, creating meaningful competitive differentiation in local markets, executing the company’s channel vision, strategy and pursuit in both the region and the country 

Accelerate Channel transformation 

• Lead regional implementation of strategic transformation: In partnership with Global Channel Sales and Regional Sales leaders, ensure alignment to and achievement of global channel acceleration aspirations within the region 

• Drive transformative Channel mindset: Bring to life the power of the channel in the Region through lighthouse Sales wins, key cross-functional engagements and tight partnership and coordination with key stakeholders and across the Regional Sales leadership team 

Lead and align diverse and cross-functional team 

• Align cross-functional teams: Cultivate deep relationships and collaboration, align matrixed and cross functional stakeholders. Align all cross-functional stakeholders through an approach that will better enable prospecting, marketing, demand generation, and enterprise solutions selling to the enterprise customer 

• Shape a collaborative, transparent, and entrepreneurial culture, in tandem with the Regional Sales and Global Channel Sales leadership teams 

• Motivate employees around shared vision and change story in line with Channel, Sales and GTM transformation 

Qualifications 

• Extensive track record in enterprise sales 

• Experience directly leading a Regional team in a matrixed and high growth environment 

• Experience managing P&L (in excess of $550M), Balance Sheet, and Cash Flow 

• Knowledge of business challenges facing enterprise executives that are driving needs for interconnection services 

• Experience scaling direct enterprise sales and partner models 

• Experience selling to breadth of industries including network and mobile providers, Cloud and IT services, content providers, financial services 

• Experience with recurring revenue, sales complexity, solution selling, and enabling platforms for B2B 

Skills and Attributes 

• Adept at balancing intense short-term pressures with overall long-term goals  

• Ability to effectively collaborate through and resolve global/local trade-offs with an Equinix and partner-first mindset 

• Adept at inspiring teams through strong motivation and mentorship 

• Thoughtful, strategic and skilled at planning initiatives, designating priorities, and being decisive when faced with ambiguity 

• Focus on execution and results – establishing high standards for performance, setting goals and developing plans, following through and holding people accountable for results 

• Exceptional ability to collaborate with disparate teams and cultivate deep relationships to deliver customer value