Director, Sales - Redwood City, United States - Equinix

Description

Who are we?Equinix is the world's digital infrastructure company, operating over 250 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.

Director, SalesJob SummaryThe Regional Director, Sales leads a team of - 8 senior sales executives that are responsible for accelerating Equinix's growth.

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 the Silicon Valley region 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) resourcesHolds team accountable to drive territory plans and account plans for key customersAllocates accounts to ensure optimized productivityPartners with regional Sales Ops in annual quota setting process to set territory goalsGrows and optimizes headcount and resources in region for Go-To-Market strategyConducts internal Quarterly Business Reviews, measuring performance against pre-established business metricsIdentify account trends, buying and adoption product signals to resource appropriatelyForecasting & Pipeline Management Achieves and exceeds assigned sales targetsProvides accurate forecasts on regular cadence to senior leadershipEnsures operational discipline of team to meet forecast, following the principles of forecastingSets expectation and regular cadence for pipeline reviews; reporting pipeline status to senior leadershipBuild Customer Relationships & Drive Opportunities Plans, builds, and maintains long-term relationships with key accountsDrives team to hold quarterly customer business reviews, workshops and executive briefings with key customersFacilitates key customer relationships to ensure timely resolution of escalated customer issuesLead technical and product conversations with strategic accounts, present at customer and partner briefings, industry events and internal reviewsCoaches on and approves solutions and value proposition for key, complex opportunitiesDrives top-of-funnel/prospecting activities and ensures sufficient pipeline coverage to hit quarterly objectivesLeverage 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 colleaguesSolution and Outcome Selling Ensures the vision of Equinix is translated into value proposition and business outcomes expected by customersEnsures implementation and adoption of solution selling skills in daily routines of teamApproves solutions and value proposition being laid out for key, complex opportunitiesPeople Management & Coaching Provides leadership and direction to the team for defining and executing on their territory plansCoaches team and managers to enhance on-going skills development and selling behaviors; shares and models best practices with broader teamLead team in demonstrating advanced platform capabilities and use-casesCreate spirit of collaboration, evangelism, and engagement with sales teams, across the region, and with leaders throughout the companyDrives accountability for the performance and resultsAgent of change, champions the adoption of new processes, selling practices, go-to-market strategyOwns and manages all escalations to senior leadership for critical mattersEnsures team adoption of relevant tools available for more efficient business managementLead hiring decisions and activities, compensation, quarterly conversations, performance counseling, mentoring and career developmentQualificationsKnowledge & Experience 10+ years experience with a demonstrated track record selling enterprise and cloud solutions, selling infrastructure-as-a-service; with proven sales management experienceKnowledge of business challenges that are driving needs for cloud and interconnection servicesExperience selling to breadth of industries including cloud and IT services, content providers, and enterprisesExperience establishing and scaling direct enterprise sales and partner modelsExperience with lead generation, pipeline management, account management and forecastingExperience leading and inspiring a team of strong and fast-paced sales teamsSkill & Attributes Passionate about digital and physical infrastructure, interconnection, and the future of technologyExperienced in infrastructure and/or cloud sales and account managementFocus on execution and results by establishing high standards for performance, setting goals and developing plans, following through and holding people accountable for resultsBuilds 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 outcomesEasily connect with both technical and business stakeholdersStoryteller, with a unique ability to work with colleagues to command a room; Comfortable preparing & leading client/partner presentations at all levelsAdept at balancing intense short-term pressures with overall long-term goalsAdept at inspiring behavior change through motivating teams, planning initiatives, designating priorities, and being decisive when faced with ambiguityAgility & Potential Foresight:

Simplify complex problems, develop creative solutions, thinking dexterityLearning: Self-awareness, curious and open-minded, courageousAdaptability: Authenticity, empathy, flex and transformationResilience: Ownership mindset, purpose, and integrity, persist and sustain energyEquinix 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.

The United States targeted pay range for this position in the following location is / locations are:

• San Francisco, CA /

Bay Area:
$332,000 to $498,000 per yearOur pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits.

Equity may be offered depending on the position.
As an employee, you become important to Equinix's success.

Details about our company benefits can be found at the following link:

USA Benefits eBookEquinix 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.