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, AMERDigital 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 sellersResponsibilitiesDevelop plan to grow digital business against a comprehensive account/territory planDrive strategic, global & multi-line of business global account plansResearch and document detailed understanding of customer business and organizational landscapeAllocate digital prospects, actively handling and updating them over timePartner with regional Sales Ops in annual quota setting process to set digital territory goalsManage accurate forecast process and conduct internal QBR, measuring performance against pre-established business metricsWorking with GTM and DS BU leadership, identify opportunities for market penetration opportunities using digital platform and servicesIdentify account trends, buying and adoption product signals, and external enrichment sourcesSurface 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 addressLead technical and product conversations with strategic accounts, present at customer and partner briefings, industry events and internal reviewsLead team in demonstrating advance platform capabilities and use cases in live demosRemove barriers to adoption by working with Solutions Architects, Customer Success, Technical Account Managers, and expanding technical and business knowledgeDrive 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 casesCollaborate with Digital/PLG Marketing on demand generation programs and campaigns; activate smart outreach campaigns with opportunity development colleaguesFacilitate key customer relationships to ensure timely resolution of raised customer issuesManage 5-7 regional Digital Sales SpecialistsSales target of $120M, bookings target tbdLead hiring decisions and activities, compensation, quarterly conversations, performance counseling, mentoring and career developmentChallenge team to think globally and actively export to other regionsOwn and handle all issues and raise to leadership for critical mattersEnsure team adoption of relevant tools available for more efficient business managementKnowledge & ExperienceDemonstrated track record selling enterprise and cloud solutions, selling infrastructure-as-a-service, with proven sales managementDemonstrated track record working for a company that sells to Dev, Sec or Cloud ops in a second line leader role with 200M+ revenue responsibilityKnowledge of business challenges facing enterprise executives that are driving needs for cloud and interconnection servicesExperience leading enterprise direct sales and specialist teamsExperience as a second line leader with heavy Dev Ops experienceExperience selling to breadth of industries including network and mobile providers, Cloud and IT services, content providers, financial servicesExperience establishing and scaling direct enterprise sales and partner modelsExperience with lead generation, pipeline management, account management and forecastingExperience with common sales toolsExperience in both direct and specialist sales leadershipExperience leading and inspiring a team of strong and fast-paced sales teamsRequires significant Cloud, DevOps, ItOps sales experience managing a business with a portfolio of Enterprise, Global organizations.Skill & AttributesPassionate about infrastructure, interconnection, and the future of technologyExperienced in hardware and/or open-source software sales and account managementFocus on execution and results by establishing high standards for performance, setting goals and developing plans, following through and holding people accountable for resultsBuilds 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 outcomesEasily connect with both technical and business stakeholdersStoryteller, with a unique ability to work with colleagues to command a room; Comfortable preparing & leading client/partner presentations at all levelsAdept at balancing intense short-term pressures with overall long-term goalsAdept at inspiring behavior change through motivating teams, planning initiatives, designating priorities, and being decisive when faced with ambiguityAdept at guiding, training, and managing through conflict in a fast pace transformational roleAdept technical aptitude with ability to describe challenges that Dev Ops teams are solving forAgility and PotentialForesight: 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.CultureCritical that candidates resonate with the Equinix mantra of being “In Service To” each other, to our customers, to our shareholders and to the communities in which we operate.An authentic commitment to Diversity & Inclusion, helping Equinix build a culture where every employee can confidently say “I’m Safe, I Belong and I Matter.”Other key characteristics desired: authenticity, humility, perseverance, drive.
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