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Job Summary

The Director, Sales leads a team of 6 - 8 senior sales executives that are responsible for accelerating Equinix's growth for the East region of Canada.  This team is charged with managing, retaining and growing a territory of existing customers, including recently acquired accounts.  This leader has global responsibility for accounts headquartered in Canada that leverage any of the Equinix product lines, from physical colocation, interconnection services such as Fabric, and Equinix Metal, our Bare Metal as a Service offering.   

Responsibilities 
Territory Planning 

• Develops and executes against a comprehensive account/territory plan leveraging internal and external (partner) resources  

• Holds team accountable to drive territory plans and account plans for key customers 

• Allocates accounts to ensure optimized productivity 

• Partners with regional Sales Ops in annual quota setting process to set territory goals 

• Grows and optimizes headcount and resources in  country for Go-To-Market strategy 

• Conducts internal Quarterly Business Reviews, measuring performance against pre-established business metrics 

• Identify account trends, buying and adoption product signals to resource appropriately 

 
Forecasting & Pipeline Management 

• Achieves and exceeds assigned sales targets 

• Provides accurate forecasts on regular cadence to senior leadership 

• Ensures operational discipline of team to meet forecast, following the principles of forecasting 

• Sets expectation and regular cadence for pipeline reviews; reporting pipeline status to senior leadership 

 
Build Customer Relationships & Drive Opportunities  

• Plans, builds, and maintains long-term relationships with key accounts 

• Drives team to hold quarterly customer business reviews, workshops and executive briefings with key customers 

• Facilitates key customer relationships to ensure timely resolution of escalated customer issues 

• Lead technical and product conversations with strategic accounts, present at customer and partner briefings, industry events and internal reviews 

• Coaches on and approves solutions and value proposition for key, complex opportunities 

• Drives top-of-funnel/prospecting activities and ensures sufficient pipeline coverage to hit quarterly objectives 

 
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 Architects, Technical Account Managers, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) 

• Collaborate with Marketing on demand generation programs and campaigns; activate smart outreach campaigns with opportunity development colleagues 

 
Solution and Outcome Selling 

• Ensures the vision of Equinix is translated into value proposition and business outcomes expected by customers 

• Ensures implementation and adoption of solution selling skills in daily routines of team 

• Approves solutions and value proposition being laid out for key, complex opportunities 

 
People Management & Coaching 

• Provides leadership and direction to the team for defining and executing on their territory plans 

• Coaches team and managers to enhance on-going skills development and selling behaviors; shares and models best practices with broader team 

• Lead team in demonstrating advanced platform capabilities and use-cases  

• Create spirit of collaboration, evangelism, and engagement with sales teams, across the region, and with leaders throughout the company  

• Drives accountability for the performance and results 

• Agent of change, champions the adoption of new processes, selling practices, go-to-market strategy 

• Owns and manages all escalations to senior leadership for critical matters 

• Ensures team adoption of relevant tools available for more efficient business management 

• Lead hiring decisions and activities, compensation, quarterly conversations, performance counseling, mentoring and career development 

Qualifications

Knowledge & Experience 

• 10+ years experience with a demonstrated track record selling enterprise and cloud solutions, selling infrastructure-as-a-service; with proven sales management experience 

• Knowledge of business challenges that are driving needs for cloud and interconnection services 

• Experience selling to breadth of industries including cloud and IT services, content providers, and enterprises 

• Experience establishing and scaling direct enterprise sales and partner models 

• Experience with lead generation, pipeline management, account management and forecasting 

• Experience leading and inspiring a team of strong and fast-paced sales teams 

Skill & Attributes 

• Passionate about digital and physical infrastructure, interconnection, and the future of technology 

• Experienced in infrastructure and/or cloud 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

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.