Senior Director, Sales, Hong Kong

Senior Director, Sales, Hong KongEquinix is the world’s digital infrastructure company, operating 240+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.We are a fast-growing global company with 80 consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2000+ networks and 3000 cloud and IT service providers in over 30 countries spanning six continents.A leadership role at Equinix means you will collaborate on work that impacts the world. 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.SummaryAs the voice of sales for the country, this strategic transformational leader will define the country sales strategy for Hong Kong and is accountable for the translation of our global and regional sales strategies within the country and across selling motions. This leader will lead robust account management for Country Sales teams to drive accelerated new business and revenue growth and protection in a key market.The Senior Director will actively engage across the sales organization (channel, corporate and technical sales, sales strategy, and operations) and functions (finance, marketing, business development) and externally with customers and partners in the development of new and expanded client revenue streams. Key to the success of the role will be a very strong proficiency in working in a matrixed environment.ResponsibilitiesLeads territory planning to accelerate growthDevelops and carries out a comprehensive account/territory plan maximising internal resources (sales operations, marketing, etc.)Holds team accountable to drive territory plans and account plans for key prospects and customersAllocates STAR prospects, actively handling and updating them over timePartners with regional sales operations in annual quota setting process to set territory goalsGrows and optimizes headcount and resources in region for go-to-market strategyConducts internal QBRs (Quarterly Business Reviews), measuring performance against pre-established business metricsEnsure excellence in forecasting & pipeline managementDevelops plan to growth territory year over year. Achieves and exceeds assigned sales targets.Provides accurate forecasts on regular cadence to senior leadershipEnsures operational discipline of team to meet forecast, following the principles of forecastingSets expectation and regular cadence for pipeline reviews; reporting pipeline status to senior leadershipForge strong relationships with customers, partners, and teams Plans, builds, and maintains long-term relationships with key accountsDrives the team to hold quarterly customer business reviews and executive briefing with key customersFacilitates key customer relationships to ensure timely resolution of customer issues called outDrives 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, Solution Architects, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)Collaborates with Marketing on demand generation programs and campaigns; makes budget decisions on field marketing programsApproves solutions and value proposition for key, complex opportunitiesEnhance solution selling Promotes the comprehensive vision of Equinix that is translated into value propositionEnsures implementation and adoption of solution selling skills (Selling Equinix Value) in daily routines of teamApproves solutions and value proposition being laid out for key, complex opportunitiesDrives team to think globally and actively export to other regions.Shape a collaborative, transparent and entrepreneurial cultureProvides leadership and direction to the team for defining and delivering on their territory plans, leads sales managersCoaches managers on team development and selling behaviours; shares and models best practices with broader teamCreates spirit of collaboration, evangelism, and engagement with sales teamsFosters an environment emulating company culture promoting the Magic of EquinixDrives accountability for the performance and results, ensuring majority of team members are consistently meeting their targetsChampions the adoption of new processes, selling practices, go-to-market strategy acting as champion of changeOwns and runs all critical issues brought up to senior leadershipEnsures team adoption of relevant tools available for more efficient business managementLeads hiring decisions and activities, compensation, quarterly conversations, performance counselling, coaching and career developmentMentors Sales Directors or Sales Managers, leadership on special projectsLead and motivate diverse country sales teamsHandles the enterprise field sales teams and other support functions within countryCollaborates effectively with the Channel, Mid-Market and other cross-functional GTM teams as this will be fundamental in driving the overall country revenue.Leads local negotiation of contracts and forecasting for global accounts with presence in countryEvaluates acquisition targetsBuilds budget for country sales teamResponsible for resource optimization for sales and sales support teamsKnowledge & ExperienceDemonstrable record of accomplishment in both sales and leading, mentoring and developing impactful sales teams in a high-growth and matrixed environmentHighly qualified in delivering substantial revenue targets (up to HKD $ 250mn ideally with exposure to running a P&LSubstantial experience establishing and scaling direct enterprise sales teamsExcellent experience in solution selling to breadth of industries in Hong Kong including network and mobile providers, cloud and IT services companies, content providers, federal, commercial, and financial services organisationsProven exposure to recurring revenue models, sales complexity and enabling platforms for B2BSkills & AttributesAdept at inspiring behaviour change through motivating teams, planning initiatives, designating priorities, and being conclusive when faced with ambiguityFocus on execution and results – establishing high standards for performance, setting goals, and developing plans, following through, and holding people accountable for resultsEquinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, colour, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.