Senior Director, Sales

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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 through Partner relationships
• Track record of selling solutions; deep understanding of Equinix’s customer needs and customer ecosystems
• Excellent leadership, communication, interpersonal and customer service skills
• Collaborative, in-service to leadership style
• Preference for talent with strong customer networks across the Media, Entertainment and/or Gaming industry, along with technical knowledge (infrastructure, Cloud, SaaS, PaaS, Enterprise hardware and/or enterprise software ecosystem)

Equinix is committed to inclusivity and diversity, welcoming candidates of all backgrounds to apply and join us in driving our mission forward. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

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.

The United States targeted pay range for this position in the following location is / locations are:
• California (Non-SF/Bay Area): $378,000 to $568,000 per year
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.
The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link:

USA Benefits eBook

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 this form.

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.