Senior Director, Digital Specialist Leader, AMER

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.  

Senior Director, Digital Specialist Leader, AMER

Digital account leader plays a key role in helping cloud-native SaaS companies, startups, and fast-growing Enterprise “lines of business” adopt Equinix platform value. The Digital Specialist leader is the “conductor” to accelerate new business across Virtual Connection Services, Exchange & Network Services, Cloud Networking Services and Edge Infrastructure Services to increase market share and revenue growth across the entire digital services portfolio. This is a second line leadership role leading 3+ leaders and up to 20 sellers

Responsibilities

• Develop plan to grow digital business against a comprehensive account/territory plan
• Drive strategic, global & multi-line of business global account plans
• Research and document detailed understanding of customer business and organizational landscape
• Allocate digital prospects, actively handling and updating them over time
• Partner with regional Sales Ops in annual quota setting process to set digital territory goals
• Manage accurate forecast process and conduct internal QBR, measuring performance against pre-established business metrics
• Working with GTM and DS BU leadership, identify opportunities for market penetration opportunities using digital platform and services
• Identify account trends, buying and adoption product signals, and external enrichment sources
• Surface digital services gaps by interfacing with established ecosystem partners in key functional areas e.g. Kubernetes, Storage, Databases, HCI and partner with enterprise team on plans to address
• Lead technical and product conversations with strategic accounts, present at customer and partner briefings, industry events and internal reviews
• Lead team in demonstrating advance platform capabilities and use cases in live demos
• Remove barriers to adoption by working with Solutions Architects, Customer Success, Technical Account Managers, and expanding technical and business knowledge
• Drive a coordinated sales approach and build strong community with extended sales team (Digital Principals, Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)
• Raise awareness by engaging peers across Equinix in practitioner culture and use cases
• Collaborate with Digital/PLG Marketing on demand generation programs and campaigns; activate smart outreach campaigns with opportunity development colleagues
• Facilitate key customer relationships to ensure timely resolution of raised customer issues
• Manage 5-7 regional Digital Sales Specialists
• Sales target of $120M, bookings target tbd
• Lead hiring decisions and activities, compensation, quarterly conversations, performance counseling, mentoring and career development
• Challenge team to think globally and actively export to other regions
• Own and handle all issues and raise to leadership for critical matters
• Ensure team adoption of relevant tools available for more efficient business management

Knowledge & Experience

• Demonstrated track record selling enterprise and cloud solutions, selling infrastructure-as-a-service, with proven sales management
• Demonstrated track record working for a company that sells to Dev, Sec or Cloud ops in a second line leader role with 200M+ revenue responsibility
• Knowledge of business challenges facing enterprise executives that are driving needs for cloud and interconnection services
• Experience leading enterprise direct sales and specialist teams
• Experience as a second line leader with heavy Dev Ops experience
• Experience selling to breadth of industries including network and mobile providers, Cloud and IT services, content providers, financial services
• Experience establishing and scaling direct enterprise sales and partner models
• Experience with lead generation, pipeline