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Job Summary

The Director, Sales Strategy and 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
Strategic Planning & Design

• Collaborate with regional customer facing leaders, executives, Rewards and other cross functional teams (Sales, GTM Operations, Finance) to design and evolve GTM compensation plans, ensuring alignment with global strategy, reward philosophy and local market nuances

• Lead and develop GTM compensation strategies by leveraging deep insights into human behavior, ensuring motivational alignment, fostering genuine relationships, and driving optimal engagement and performance from sales teams

• Collaborate with GTM Operations teams to ensure ability to operationalize plan designs

Performance Analysis and Optimization

• Design and modify sales compensation plans to incentivize desired behaviors and achieve sales targets

• Lead the development of models and scenarios to test the potential impact of proposed plans

• Drive data-driven decisions by providing insightful recommendations that enhance sales performance and align with strategic objectives

• Lead the preparation of comprehensive reports, effectiveness analysis and summaries of sales compensation plans by translating complex data into clear, concise and impactful executive level communications.

Plan Governance and Communications

• Understanding of best-in-class plan governance structures

• Strong communication skills across all levels of the business.

• Create and maintain appropriate levels of communications, aligning to archiving policy and in alignment with legal and HR

• Understanding of local laws which impact plan policies and how we communicate

• Stay updated on industry best practices and regulatory requirements related to sales compensation

Lead a diverse team, creating an inclusive culture

• Manage Comp Design teams' performance by motivating, engaging, and providing coaching 

• Set clear goals, prioritization and expectations for team members, regularly monitor their performance, and provide constructive feedback

• Challenge existing processes based on industry best practice and trends to ensure Equinix is maintaining a best-in-class approach 

• Model the Equinix cultures and values

Qualifications

• 15+ years experience in GTM sales compensation design, including Global with preference for digital/SaaS/Technology environment

• Solid experience in compensation plan modeling

• Deep understanding of how to use data to assess plan effectiveness and to tell a story

• Clear, transparent communication style, inc to senior leaders 

• Solid experience with change management approaches

• Substantial experience packaging financial and operational data in an executive manner to drive business decisions

• Must be comfortable working at pace in a dynamic environment

• Superior analytical and problem-solving skills, with demonstrated attention to detail and ability to structure and analyze sophisticated financial modeling 

• High ownership of work materials and high detail orientation to ensure complete accuracy and quality of output

• Excellent interpersonal and people management skills (including leading with influence) 

• Creative, high energy, self-starter comfortable running programs independently

• Able to lead a team and work collaboratively with cross-functional teams to drive change and achieve business objectives

• Transparent, open and clear in communication style

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.