Senior Director, Sales Australia

Senior Director, Sales Australia

Senior Director, Sales – Australia

Equinix is the world’s digital infrastructure company, operating 240+ 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 79 consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2000+ networks and 3000 cloud and IT service providers in over 30 countries spanning six continents.

A leadership role at Equinix means you will collaborate on work that impacts the world. 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.

Summary

As the voice of sales for the country, this strategic transformational leader will define the country sales strategy for Australia and is accountable for the translation of our global and regional sales strategies within the country and across selling motions. This leader will lead robust account management for Country Sales teams to drive accelerated new business and revenue growth and protection in a key market.

The Senior Director will actively engage across the sales organization (channel, corporate and technical sales, sales strategy, and operations) and functions (finance, marketing, business development) and externally with customers and partners in the development of new and expanded client revenue streams.

Responsibilities

Leads territory planning to accelerate growth

• Develops and carries out 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 handling and updating them over time

• Partners with regional sales operations in annual quota setting process to set territory goals

• Grows and optimizes headcount and resources in region for go-to-market strategy

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

Ensure excellence in forecasting & pipeline management

• Develops plan to growth territory year over year. 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

Forge trusting partnerships with customers, partners and teams

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

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

• Facilitates key customer relationships to ensure timely resolution of customer issues called out

• 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

Enhance solution selling

• Promotes the holistic vision of Equinix that 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

• Drives team to think globally and actively export to other regions.

Shape a collaborative, transparent and entrepreneurial culture

• Provides leadership and direction to the team for defining and delivering on their territory plans, leads sales managers

• Coaches managers on team development and selling behaviours; shares and models best practices with broader team

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

• Fosters an environment emulating company culture promoting the Magic of Equinix

• Drives accountability for the performance and results, ensuring majority of team members are consistently meeting their targets

• Champions the adoption of new processes, selling practices, go-to-market strategy acting as champion of change

• Owns and runs all critical issues brought up to senior leadership

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

• Leads hiring decisions and activities, compensation, quarterly conversations, performance counselling, coaching and career development

• Mentors Sales Directors or Sales Managers, leadership on special projects

Manage and motivate diverse country sales teams

• Handles sales team and other support functions within country

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

• Evaluates acquisition targets

• Builds budget for country sales team

• Responsible for resource optimization for sales and sales support teams

Knowledge & Experience

• Demonstrable track record in both sales and also leading, mentoring and developing impactful sales teams in a high-growth and matrixed environment

• Highly qualified in delivering substantial revenue targets (up to AUD 385 mn / $250mn) ideally with exposure to running a P&L

• Substantial experience establishing and scaling direct enterprise sales and partner models

• Excellent experience in solution selling to breadth of industries in Australia including network and mobile providers, cloud and IT services companies, content providers, federal, commercial and financial services organisations

• Solid exposure to recurring revenue models, sales complexity and enabling platforms for B2B

Skills & Attributes

• Adept at inspiring behaviour change through motivating teams, planning initiatives, designating priorities, and being conclusive when faced with ambiguity

• Focus on execution and results – establishing high standards for performance, setting goals and developing plans, following through and holding people accountable for results

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.