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Job Summary

The Director, Technical Sales at Equinix, a world-renowned digital infrastructure company operating 245 data centers globally, will be responsible for the management of the geographic or functional Solutions Architect and Sales Engineering teams for the Network Service Provider (NSP) and Global Accounts (GAM) market segment. This individual will provide technical vision, thought leadership, and drive the execution of Equinix's products and services for NSP, GAM, and channel motion, accelerating high propensity NSP and GAM customers’ digital transformations. Additionally, this role will focus on helping customers strategize technology investments to enable their own go-to-market motions, coaching the team to ensure a strong focus on business outcomes, and mapping macro trends to business outcomes to illustrate how Equinix can support their objectives. Furthermore, this position will support Regional Sales leaders to increase the sales funnel and total customer lifetime value, while emphasizing coaching and improving the GTST team to enhance proactive motions and customer strategy planning.

Responsibilities

Accelerate Technical Sales

• Integrating Sales Engineering and Solution Architecture teams to ensure efficient and consistent technical pre-sales support

• Developing and reinforcing local teams to grow proactive technical selling capability through tools, improved processes, and tightened sales discipline

• Providing thought leadership and strategy to identify new routes to market to penetrate new and existing accounts

• Engaging with channel partners to position Equinix as the digital infrastructure provider

• Demonstrated history of success in building relationships with c-suite and technical decision-makers within customers and partners

• Conducting internal Technical Business Reviews to align technical teams with sales

• Helping customers strategize technology investments to enable their own go-to-market motions and coaching the team to focus on business outcomes

• Mapping macro trends to business outcomes and demonstrating how Equinix can assist customers in achieving their goals

• Supporting Regional Sales leaders to increase the sales funnel and total customer lifetime value

Drive Cross-Functional Strategy

• Building internal partnerships with cross-functional partners and sales teams

• Providing relevant executive updates and escalation on technical sales opportunities

• Driving strategy and communication plans with external partners (resellers) to advance technical sales

Lead Diverse High Performing Team

• Helping to define the vision, structure, and go-forward engagement of a newly formed and regional team

• Building and motivating diverse teams with a focus on coaching and team member growth and development

• Providing effective and empathetic communications in times of change

• Focusing on coaching and improving the GTST team to increase proactive motions and enhance customer strategy planning

Qualifications

• 15 years of experience leading regional/global technical sales organizations

• A strong technical background in digital transformation, data center industry, networking, service providers, and hybrid multi-cloud architecture

• Experience with recurring revenue, sales complexity, managing a large volume of accounts, solution selling, and enabling digital platforms for B2B

• Demonstrated history of leading teams in fast-paced, high acquisition-focused technical sales motions

• Strong communication skills, strong executive presence, including storytelling and team motivation

• Adept at managing change, inspiring behavior change, navigating complex organizations, and delivering results

• A bachelor's degree is required

The United States targeted pay range for this position in the following location is / locations are:

• San Francisco, CA / Bay Area: $279,000 to $417,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.

As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link:

USA Benefits eBook

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.