Sr. Director, Channel Sales Strategy & Operations

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

Reporting to the VP, Sales Operations, the role is the strategic business partner to the SVP, Channel Sales and their Leadership Team, aligning operational initiatives with revenue objectives and ensuring that the specific channel sales strategies effectively support overall business growth. They leverage data analytics and performance metrics to identify trends and opportunities within sales and customer interactions, providing actionable plans that enhance sales productivity and drive revenue optimization. They lead regional and global initiatives to streamline sales processes and enhance operational efficiency, collaborating with cross-functional teams to implement best practices that improve internal stakeholder and customer/partner satisfaction and contribute to revenue enhancement.

 

Responsibilities

Strategic Business Partnership

• Manage the creation of channel sales strategy and annual operational plan to deliver sales targets and associated KPI

• Act as a trusted advisor to senior leadership within the sales leadership team, providing insights and recommendations to optimize performance and drive revenue growth. Represents Channel Sales leader in key programs & initiatives

• Ensures operational plan aligns with the overall CRO sales growth strategy, differentiated across customer segments, for resource allocation, coverage planning, incentive planning and forecasting.

 

Data Analysis and Reporting

• Utilize data analytics and advanced insights to monitor sales productivity & performance metrics, identifying and driving opportunities for improvement that directly impact revenue

• Provide feedback and guidance to GTM Ops and EDNA (Enterprise Data and Analytics) teams to ensure we develop and present consistent, global, comprehensive reports and dashboards to stakeholders, translating complex data into actionable insights.

 

Process Improvement and Efficiency

• Proactively identify and lead regional and global initiatives to innovate, define and streamline global channel processes, to run simpler, drive greater operational efficiency, effectiveness and compliance. Brings in best practices and innovative approaches that create value for Equinix Sales and Customers on global basis.

• Drive alignment of regional processes with global standards, ensure collaboration with cross-functional teams, including in CRO, EDNA and IT, and lead implementation to enhance the sales user experience and support revenue generation.

 

Performance Management:

• Establish, evolve and monitor KPIs for channel and channel operations, monitoring progress against plans in regular meeting forums and driving corrective actions as needed to achieve revenue and other KPI targets.

• Represent the GTM Ops organization in regular performance reviews promoting two-way feedback on GTM Ops performance, capture  needs for additional GTM Ops support across all capabilities for prioritization, and areas for specific sales improvement actions.

• Foster a culture of accountability and continuous improvement within the Sales Operations and Channel organizations.

 

Seller Advocacy

• Champion the voice of the channel ensuring that channel sales feedback informs operational strategies and initiatives, in context of our overall strategic moves and enablers.

Team Leadership and Development

• Lead