Commercial Solutions Manager, Americas

Commercial Solutions Manager, Americas

Equinix is the world’s digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed. 

We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.   

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 Commercial Solutions Manager is responsible for analyzing large regional and/or strategic new and renewing deals across key metrics to recommend  and approve pricing, suggest relevant use of deal structure components, and facilitate escalations within Commercial Operations, and to the Executive team. Uses a wide-range of advanced experience to resolve complex issues. Determines methods and procedures on new assignments; may coordinate project work for others.

Responsibilities

Pricing Analysis / Reporting

• Uses wide-ranged advanced experience to recognize pricing and business terms and conditions (T's & C's) related trends for new and renewing customer deployments by market

• Leverages advanced competitive pricing intelligence, market and industry trends, and win/loss analysis to enhance recommendations and complex deal structuring in support of sales 

Deal Consultation / Escalation

• Provides expert level support to regional sales in the structure of complex new and renewing deals while using the pricing thresholds, existing analysis tools, and rules of engagement to drive the appropriate approvals

• · Manages escalations within Commercial Operations and the Executive team, as necessary

• Manages and provides expert Term Sheet development for regional and global Deal Reviews, ensuring compilation of appropriate analysis, summary, and recommendations for speedy review and approvals

• Presents expert recommendations and findings to the deal review committee and/or executives

Commercial / System Approvals

• Develops complex solutions for non-standard customer requests and acts as a single point of contact/approval for Sales to solution

• Recommends regional and global pricing approvals for new and renewing deals on a global level

• Provides Siebel approval support for all quotes/deals brought forward by the sales reps aligned to them (full global ownership)

• Collaborates with global peers and stakeholders to form a unified commercial support strategy in partnership with sales

Negotiations Support

• Engages in negotiations between Sales and customers through both consultative discussions with Sales and via direct interaction with customers for complex issues

• Understands and applies the different Sales motions, price parity, and customer contracting vehicles

• Applies complex channel pricing and deal parameters to support partner resale growth objectives

Sales Deal Enablement

• Supports the sales process, specifically the deal parameters/effective pricing threshold understanding/pricing approval processes for complex deals

• Ensures appropriate onboarding of sales reps related to pricing approvals and deal structuring

• Plans and manages post-bid submission activities

• Tracks and assists with improving the quality of large deals by recognizing trends and areas for streamlining and system improvements

Pricing Agreement Supports

• Provides complex global pricing agreement recommendations, approvals, and support for rate cards for space and power, interconnection, and growth incentive plans 

Terms and Conditions Approvals

• Reviews and approves advanced business related terms and conditions

• Escalates terms and conditions beyond approval authority to Commercial Operations management and potentially the Executive Team

• Evaluates and approves complex credits through an understanding of the order and invoicing process to achieve desired business outcomes

• Drives commercial issue resolution for revenue-impacting activity in accordance with governance policy in partnership with Billing, Credit and Collections, and Sales

Qualifications

• 5-10 years experience preferred

• Bachelor's Degree required

We offer Medical, TeleMedicine, Dental, Vision, Life and AD&D insurance, 401K, Leave of absence & disability benefits, paid time off & holidays and more. 

In accordance with Colorado State Law (https://leg.colorado.gov/bills/sb19-085) the salary range for Colorado for this role is $77,000 – $108,000 per year with 20% bonus target. 

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. 

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. 

Visit our Career page here to understand about Equinix COVID-19 Vaccine Policy.