Who are we?
Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.
A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.
Job Summary
Accelerate Equinix’s growth in market share and revenue by penetrating new accounts and work cross-functionally to expand and grow existing accounts. Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction. Develop new accounts by working cross-functionally with specific emphasis in enterprise space.
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 Sellin g
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
Manages direct sales team…