Director, Sales

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Job Summary

The Director, Sales leads sales team in accelerating Equinix's growth by managing existing client base and developing new accounts. Responsible for mid-to large team with large revenue and bookings within region.

Responsibilities
Territory Planning

• Develops and executes against a comprehensive account/territory plan leveraging internal resources (Sales Operations, Marketing, etc.)

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

• Allocates STAR prospects, actively managing and updating them over time

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

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

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

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

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

• Drives team to hold quarterly customer business reviews and executive briefing with key customers

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

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 Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)

• Collaborates with Marketing on demand generation programs and campaigns; makes budget decisions on field marketing programs

• Approves solutions and value proposition for key, complex opportunities

Solution Selling

• Promotes the holistic vision of Equinix is translated into value proposition

• Ensures implementation and adoption of solution selling skills (Selling Equinix Value) 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, may manage individual contributors and/or sales managers

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

• Create spirit of collaboration, evangelism, and engagement with sales teams

• 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

• Responsible for all hiring decisions and activities, compensation, quarterly conversations, performance counseling, coaching and career development

Management of Country Sales Team (EMEA & APAC)

• Manages sales team and other support functions within country

• Leads local negotiation of contracts and forecasting for global accounts with presence in country

• Looks at acquisition targets

• Builds budget for territory/country sales team

Qualifications

• 10+ years of experience preferred

• Bachelor's Degree required

• Advanced proficiency in English required

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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.