Director, Sales at Equinix in Seattle, Washington

Job Description:

Director, Sales

Equinix is one of the fastest growing data center companies, growing connectivity between clients worldwide. That’s why we're always looking for creative and forward thinking people who can help us achieve our goal of global interconnection. With 200 data centers in over 24 countries spanning across 5 continents, we are home to the Cloud, supporting over 1000 Cloud and IT services companies that are directly engaged in technological innovation and development. We are passionate about further evolving the specific areas of software development, software and network architecture, network operations and complex cloud and application solutions. 

At Equinix, we make the internet work faster, better, and more reliably. We hire talented people who thrive on solving hard problems and give them opportunities to hone new skills, try new approaches, and grow in new directions. Our culture is at the heart of our success and it’s our authentic, humble, gritty people who create The Magic of Equinix. We share a real passion for winning and put the customer at the center of everything we do.

The Director, Sales leads sales team in accelerating Equinix's growth by managing existing client base and developing new accounts. Responsible for mid-to large team with large revenue and bookings within region.

Responsibilities

Leading a Solution Selling Team

• Primary focus on a minimum of 100% retirement of quarterly sales bookings for team


• Promotes the holistic vision of platform Equinix translated into value proposition and solution-based selling


• 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 closing opportunities (exporting) to other global regions

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 key account 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

• Develops plan to growth territory year over year


• Achieves and exceeds assigned sales targets


• Provides accurate forecasts on weekly cadence to senior leadership


• Ensures operational discipline of team to meet forecast, following the principles of forecasting via SalesForce.com


• 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


• Focus on elevating executive level positioning and ensuring account teams are adequately and appropriately positioned for expand opportunity potential and business retention

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, Sales support, 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

People Management & Coaching

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


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


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


• Fosters an environment emulating 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 manages all escalations to senior leadership for critical matters


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


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


• Mentors sales people on special projects


• French language skills considered an asset

Qualifications

• 10+ years relevant sales experience preferred with prior sales leadership roles


• Bachelor's Degree required

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 disabilities.