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.
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.
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
Unconscious bias training
Short term disability
Equinix Is Where Opportunity Connects
To thrive in a digital world, companies need to break through old information technology constraints and find, share and deliver value in new ways. Equinix, Inc. (Nasdaq: EQIX) connects the world's leading businesses to their customers, employees and partners inside the most-interconnected data centers. With $5.0B+ in global revenue, ...