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VP, Digital Services GTM

 

VP, Digital Services GTM

  • JR-125394
  • Redwood City
  • Executive Management
  • Full time
VP, Digital Services GTM

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 Digital Services GTM leader will be responsible for the go-to-market strategy and delivery in support of Equinix's Digital Services agenda. The Digital Services GTM leader will own and prioritize transformational efforts specific to Digital Services GTM (both through enterprise selling motions and digital sales channels), deftly managing and coordinating existing Customer & Revenue resources to more effectively position, sell, grow and retain a expanding suite of digital products. The Digital Services GTM leader will enable a seamless, unified and dynamic customer journey that includes both self-service and full-service offerings to leverage insights, partners, tools, and capabilities while supporting the need for digital differentiation. This leader will be a strong, inspirational leader that embodies Equinix’s culture, fosters an environment where employees can grow, develop, and thrive. Through strong partnerships and collaboration with the Digital Services leader, the CRO leadership team, and Estaff leaders, will develop and implement plans to drive the GTM engine, processes, and talent designed to accommodate the rapid growth targets.  

The Digital Services GTM leader effectively translates a digital mindset throughout the enterprise; builds strong relationships through business knowledge across functions while enhancing the relationship between data and customers. They will specialize in setting the vision for Digital Services Go-to-Market engine, creating and implementing the overall strategy keeping in mind potential implications to the entire organization.

Responsibilities

They will:  

  • Enable digital transformation journey as a trusted digital infrastructure operator for software-enabled buyers with a focus on maximizing opportunity for Platform Equinix from a customer perspective 

  • Establish an expanding base of high growth cloud native accounts, alongside a collection of DSPs that can drive substantial revenue and volume 

  • Define the optimal digital selling motion, analyzing market segmentation, and industry trends 

  • Build and scale standardized end-to-end GTM motion for the Digital Services BU 

  • Define the customer GTM lifecycle for both enterprise and self-service customers, in partnership with Digital Services Product Management 

  • Serve as an integration point partnering with the Digital Services leader, global Customer & Revenue org, including Marketing, Sales and Customer Success, Commercial Solutions, Demand Generation for the BU 

  • Partner with Digital Services leader and CCRO leadership team to drive customer journey / experience & market alignment, align Sales, Customer Experience and Marketing resources, refine systems/tools & evolve enablement, and define success metrics & incentives 

  • Lead required change management initiatives internally and externally, evolving the organization and customer base over time  

  • Be a thought leader on both technology and business trends impacting the Digital Services GTM strategy 

  • Partner with the Chief Customer and Revenue Officer and CCRO leadership team to define and implement a GTM motion that is adapted to the Digital Services portfolio while maintaining alignment and integration with the broader platform GTM 

  • Oversee acquisition of critical talent to support GTM Digital Services aspirations 

  • Collaborate with the E-staff and CCRO leadership team to develop and implement plans for the GTM engine for digital business and operational infrastructure of systems, processes, and talent designed to accommodate the rapid growth objectives of the organization 

Qualifications

  • General Management Experience: 15+ years broad leadership/management experience at global scale. Possesses well-rounded skillset of managing multi-functional go-to-market teams within a matrixed environment. Ability to create long term plans and strategies is critical

  • Revenue Generation & GTM Motions: Deep understanding or quick ability to learn Equinix’s current GTM motion. Proven expertise setting up GTM motion for a software business; ideally in transforming GTM motions for businesses moving from physical to virtual services. Proven expertise in understanding full-service and self-service personas and driving selling motions required. Proven ability to grow revenue from services business through all motions: direct selling, usage management, user adoption, and through partners

  • Platform Infrastructure/Technical Selling & Customer Success: High-level understanding of technical requirements for selling digital products. Expertise in our platform, digital infrastructure market, and balance a value selling mindset with a strategic vision for the kinds of customers and traction we need to maximize digital business. Expertise creating the optimal customer experience and infrastructure to address customer needs ongoing

  • Digital Domain Knowledge:. Proven track record of driving product led growth, B2B enterprise environment, including highly sophisticated and complex products sold into multiple diverse industries. Previous experience in working with Digital Product and GTM and demonstrated experience implementing "Best Practice" approach in digital strategy, change management, and transformation

  • Team Leadership, Gravitas & Inclusive: The ideal candidate will be an inspiring leader with deep business acumen. They will be a well-respected and credible executive who excels as managing multi-functional teams and is capable of building cohesive cultures. They will have extensive experience presenting to large, important customers, Boards and executive teams

Leadership Capabilities

  • Put Customers First: Understand and shape customer needs; create distinctive value for customers; build deep customer relationships

  • Shape Strategy: Anticipate and interpret market changes; envision the future; decide strategic priorities

  • Collaborative and Inclusive:  Proven experience working with diverse global teams.  Practice empathy at organizational scale, inspire teams to see the challenge and opportunity

  • Build Talent and Teams: Develop talent; build and develop teams; strengthen and organizational capability

  • Drive for Results: Drive execution; continuously improve the core; reallocate resources at pace

  • Disrupt and Challenge: Create possibilities from new thinking; generate disruptive change; lead change

  • Lead Innovation: Experiment; collaborate across boundaries; scale and invest in new ideas

Agility & Potential

  • Foresight: Simplify complex problems, develop creative solutions, thinking dexterity

  • Learning: Self-awareness, curious and open-minded, courageous. 

  • Adaptability: Authenticity, empathy, flex and transform

  • Resilience: Ownership mindset, purpose and integrity, persist and sustain energy

Culture Fit

  • 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, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability. 

 

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. 

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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)

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