Equinix is the world’s digital infrastructure company , operating over 2 50 data centers across the globe . Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
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 Director, Sales leads a team of 6 - 8 senior sales executives that are responsible for accelerating Equinix's growth for the East region of Canada . This team is charged with managing, retaining and growing a territory of existing customers, including recently acquired accounts. This leader has global responsibility for accounts headquartered in Canada that leverage any of the Equinix product lines, from physical colocation, interconnection services such as Fabric, and Equinix Metal, our Bare Metal as a Service offering.
Responsibilities
Territory Planning
Develops and executes against a comprehensive account/territory plan leveraging internal and external (partner) resources
Holds team accountable to drive territory plans and account plans for key customers
Allocates accounts to ensure optimized productivity
Partners with regional Sales Ops in annual quota setting process to set territory goals
Grows and optimizes headcount and resources in country for Go-To-Market strategy
Conducts internal Quarterly Business Reviews, measuring performance against pre-established business metrics
Identify account trends, buying and adoption product signals to resource appropriately
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 & Drive Opportunities
Plans, builds, and maintains long-term relationships with key accounts
Drives team to hold quarterly customer business reviews, workshops and executive briefings with key customers
Facilitates key customer relationships to ensure timely resolution of escalated customer issues
Lead technical and product conversations with strategic accounts, present at customer and partner briefings, industry events and internal reviews
Coaches on and approves solutions and value proposition for key, complex opportunities
Drives top-of-funnel/prospecting activities and ensures sufficient pipeline coverage to hit quarterly objectives
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 Architects, Technical Account Managers, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)
Collaborate with Marketing on demand generation programs and campaigns; activate smart outreach campaigns with opportunity development colleagues
Solution and Outcome Selling
Ensures the vision of Equinix is translated into value proposition and business outcomes expected by customers
Ensures implementation and adoption of solution selling skills 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
Coaches team and managers to enhance on-going skills development and selling behaviors; shares and models best practices with broader team
Lead team in demonstrating advanced platform capabilities and use-cases
Create spirit of collaboration, evangelism, and engagement with sales teams, across the region, and with leaders throughout the company
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
Lead hiring decisions and activities, compensation, quarterly conversations, performance counseling, mentoring and career development
Qualifications
Knowledge & Experience
10+ years experience with a demonstrated track record selling enterprise and cloud solutions, selling infrastructure-as-a-service; with proven sales management experience
Knowledge of business challenges that are driving needs for cloud and interconnection services
Experience selling to breadth of industries including cloud and IT services, content providers, and enterprises
Experience establishing and scaling direct enterprise sales and partner models
Experience with lead generation, pipeline management, account management and forecasting
Experience leading and inspiring a team of strong and fast-paced sales teams
Skill & Attributes
Passionate about digital and physical infrastructure, interconnection, and the future of technology
Experienced in infrastructure and/or cloud sales and account management
Focus on execution and results by establishing high standards for performance, setting goals and developing plans, following through and holding people accountable for results
Builds partnerships and works collaboratively with others to meet shared objectives; values others’ expertise and promotes cross-functional understanding; strong negotiator, fosters healthy debate to achieve optimal outcomes
Easily connect with both technical and business stakeholders
Storyteller, with a unique ability to work with colleagues to command a room; Comfortable preparing & leading client/partner presentations at all levels
Adept at balancing intense short-term pressures with overall long-term goals
Adept at inspiring behavior change through motivating teams, planning initiatives, designating priorities, and being decisive when faced with ambiguity
Agility & Potential
Foresight: Simplify complex problems, develop creative solutions, thinking dexterity
Learning: Self-awareness, curious and open-minded, courageous
Adaptability: Authenticity, empathy, flex and transformation
Resilience: Ownership mindset, purpose, and integrity, persist and sustain energy
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.
About Us
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.
(US Applicants)
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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 .
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