Senior Director, Sales

Who are we?

Equinix is the world’s digital infrastructure company®, operating over 260 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. 

Role Description

Reporting to Equinix’s VP Sales, West this Senior Director, Sales will lead a high-performing team, driving thought leadership and robust account management across one of Equinix’s largest revenue generating territories, overseeing and expanding several marquee customer accounts, including the 4 of the top-5 streaming video platforms, all of the top-5 movie studios, many of the largest video game studios, and key technology partners like F5, NetApp and others. This sales leader will provide direction in planning, organizing and leading sales growth initiatives, client relationship building and customer satisfaction, working in partnership with cross functional teams and senior leadership. This leader will also play a key role in building and fostering a high-performance, customer centric and values-driven environment within Equinix’s LA office and company-wide.   

Key Responsibilities:

• Guide and mentor a high performing sales team to continue achieving superior results, while scaling Equinix’s business within existing accounts and closing new opportunities
• Own and exceed a $3M+ annual quota, leading complex sales cycles from prospecting to close
• Develop and execute strategic sales plans to penetrate and expand key accounts, including the Media & Entertainment vertical
• Foster strategic executive-level engagement with top clients, and drive connections between our CEO, CRO, and other senior executives with clients
• Drive revenue growth through direct, partner and channel strategies, ensuring a seamless go-to-market approach
• Work collaboratively with channel partners and strategic alliances to enhance customer value and accelerate revenue
• Serve as a trusted advisor to clients, identifying and helping solve their most pressing business challenges
• Define and report on metrics to measure performance of sales activities, fostering sales discipline and best practices to land and expand existing accounts and continually work to improve client satisfaction
• Support the development of sales proposals, configurations and pricing strategies that win against the competition
• Develop a comprehensive plan to grow territory year over year while achieving and exceeding assigned sales targets
• Ensure operational discipline of the team to meet forecast, providing accurate forecasts on a regular cadence to senior leadership
• Set expectations and a regular cadence for pipeline reviews and reporting pipeline status to leadership
• Demonstrate a command of the business as a whole and effectively perform diagnostics on the health of the business
• Engage in fostering Equinix’s values and cross-functional alignment across the company as well as within Equinix’s LA office
• Create new and better ways for the organization to be successful and foster an environment where positive energy is created and sustained, innovation thrives and employees are committed to professional growth

Qualifications

• Deep experience leading teams within top-tier, high-tech organizations
• Experience partnering with cross-functional teams, including sales engineering, finance, marketing and field sales in the development of new and expanded client revenue streams
• Demonstrated ability to develop senior level, cross-functional relationships within a highly matrixed business environment
• Experience with both direct and channel distribution motions; has a strong understanding of solution sales and working