Director, Sales

Company : Equinix

Job Type : Full Time

Toronto, Ontario

Number of Applicants

:

000+

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Job Description - Director, Sales

Who are we?

Equinix is the world’s digital infrastructure company®, operatingover 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 providingan equitable work environment that is foundational to our core values as a company and is vital to our success.

Director, Sales

Job Summary

The Director, Sales leads a team of 6 - 8 senior sales executives that are responsible for accelerating Equinix's growth for the East region of Canada. This team is charged with managing, retaining and growing a territory of existing customers, including recently acquired accounts. This leader has global responsibility for accounts headquartered in Canada that leverage any of the Equinix product lines, from physical colocation, interconnection services such as Fabric, and Equinix Metal, our Bare Metal as a Service offering.

Responsibilities
Territory Planning

Develops and executes against a comprehensive account/territory plan leveraging internal and external (partner) resources

Holds team accountable to drive territory plans and account plans for key customers

Allocates accounts to ensure optimized productivity

Partners with regional Sales Ops in annual quota setting process to set territory goals

Grows and optimizes headcount and resources in country for Go-To-Market strategy

Conducts internal Quarterly Business Reviews, measuring performance against pre-established business metrics

Identify account trends, buying and adoption product signals to resource appropriately

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 & Drive Opportunities

Plans, builds, and maintains long-term relationships with key accounts

Drives team to hold quarterly customer business reviews, workshops and executive briefings with key customers

Facilitates key customer relationships to ensure timely resolution of escalated customer issues

Lead technical and product conversations with strategic accounts, present at customer and partner briefings, industry events and internal reviews

Coaches on and approves solutions and value proposition for key, complex opportunities

Drives top-of-funnel/prospecting activities and ensures sufficient pipeline coverage to hit quarterly objectives

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 Architects, Technical Account Managers, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)

Collaborate with Marketing on demand generation programs and campaigns; activate smart outreach campaigns with opportunity development colleagues

Solution and Outcome Selling

Ensures the vision of Equinix is translated into value proposition and business outcomes expected by customers

Ensures implementation and adoption of solution selling skills 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

Coaches team and managers to enhance on-going skills development and selling behaviors; shares and models best practices with broader team

Lead team in demonstrating advanced platform capabilities and use-cases

Create spirit of collaboration, evangelism, and engagement with sales teams, across the region, and with leaders throughout the company

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

Lead hiring decisions and activities, compensation, quarterly conversations, performance counseling, mentoring and career development

Qualifications

Knowledge & Experience

10+ years experience with a demonstrated track record selling enterprise and cloud solutions, selling infrastructure-as-a-service; with proven sales management experience

Knowledge of business challenges that are driving needs for cloud and interconnection services

Experience selling to breadth of industries including cloud and IT services, content providers, and enterprises

Experience establishing and scaling direct enterprise sales and partner models

Experience with lead generation, pipeline management, account management and forecasting

Experience leading and inspiring a team of strong and fast-paced sales teams

Skill & Attributes

Passionate about digital and physical infrastructure, interconnection, and the future of technology

Experienced in infrastructure and/or cloud sales and account management

Focus on execution and results by establishing high standards for performance, setting goals and developing plans, following through and holding people accountable for results

Builds partnerships and works collaboratively with others to meet shared objectives; values others’ expertise and promotes cross-functional understanding; strong negotiator, fosters healthy debate to achieve optimal outcomes

Easily connect with both technical and business stakeholders

Storyteller, with a unique ability to work with colleagues to command a room; Comfortable preparing & leading client/partner presentations at all levels

Adept at balancing intense short-term pressures with overall long-term goals

Adept at inspiring behavior change through motivating teams, planning initiatives, designating priorities, and being decisive when faced with ambiguity

Agility & Potential

Foresight: Simplify complex problems, develop creative solutions, thinking dexterity

Learning: Self-awareness, curious and open-minded, courageous

Adaptability: Authenticity, empathy, flex and transformation

Resilience: Ownership mindset, purpose, and integrity, persist and sustain energy

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing .

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

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