Vice President, Digital Sales Specialist

Equinix is the world’s digital infrastructure company, operating 245+ 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 20 years of consecutive growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of over 10,000 companies, including 2,000+ networks and 3,000 cloud and IT service providers in over 30 countries spanning six continents – and counting!

A leadership role at Equinix means you will drive and 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.

Summary

Equinix’s VP Digital Sales Specialist will be responsible for accelerating digital services revenue through enterprise selling motions and driving greater adoption of Equinix’s platform value, supporting both the digital transformation of our customers and fueling the company’s Digital Services agenda. This executive will own, operationalize, and optimize transformational efforts specific to the activation of our Digital Sales Specialist teams globally. They will be the Voice of Sales in partnering across GTM and Digital Services organizations to ensure clear accountabilities, disciplined processes, enabled teams and an aligned pursuit to increase market share and scale revenue growth across the entire digital services portfolio. Complexity of the role is high and requires close partnership and engagement with CRO, CSO, DS BU leaders, SVPs of Sales, RevOps, Customer Success and Marketing leaders.

Responsibilities

Accelerate Growth of Digital Services Revenue

• Ensure effective Sales execution by driving alignment in refining and implementing the optimal full service selling motion for digital services across global selling teams, ensuring that the entire Sales organization and key stakeholders have the direction, information, resources and support to successfully advance our Digital Services pursuit in the field. Closely align and partner across the GTM and Digital Services organization to ensure clarity of roles and responsibilities, handoffs, dependencies, risks, etc.
• Lead our Digital Sales Specialist strategy globally, developing plan and driving a coordinated sales approach to grow digital business, expand pipeline and drive greater conversion of must-win enterprise customers to Equinix’s digital services solutions. Leverage tools that improve processes and discipline along the way.
• Works cross-functionally and with leaders across Sales, Revenue Operations, Technical Sales, GCCX, Marketing, and others to ensure alignment and swift decision making; recognize barriers to success quickly, knowing when to escalate and to whom to reduce cycles and maintain momentum.
• Deliver against Digital Services sales targets, accelerating revenue growth and deliver quarterly and annual digital services revenue objectives, ensuring achievement and contribution to the company’s long-range plan.
• Key lead and contributor into DS GTM Strategy and pursuit, with a keen eye to market trends and implications, opportunities, optimization needed internally to support, etc.
• Establish sales stream of digital services into both new and existing customers as aligned to defined segmentation and targeting strategy.

Digital Customer Engagement & Playbook

• Partner with Digital/PLG Marketing on demand generation programs and campaigns.
• Collaborate cross-functionally to accelerate and refine development of customer engagement and pursuit, including development and launch of critical sales plays.
• Facilitate key customer relationships to ensure timely resolution of raised customer issues.

Develop Digital Capabilities Of Selling Teams

• Lead a diverse team, creating a culture of coaching to win and inspiring and activating a digital mindset across global selling teams.
• Ensure team adoption of relevant tools available for more efficient sales and business management.
• Cultivate deep relationships with customer and key stakeholders to enhance greater adoption of our platform and deliver on the full value proposition externally, and also develop greater acumen and discipline amongst selling teams in support of global, full portfolio selling.
• Accelerate stand-up and activation of Specialist teams in Regions outside AMER; challenge team to think globally and actively export to other regions.

Business Critical Responsibilities

• Establish sales stream of digital services into both new and existing customers as aligned to defined segmentation and targeting strategy.
• Collaborate cross-functionally to accelerate and refine development of customer engagement and pursuit, including development and launch of critical sales plays.
• Develop plan and lead coordinated sales approach to grow digital business, expand pipeline and drive greater conversion of must-win enterprise customers to Equinix’s digital services solutions.
• Cultivate deep relationships with customer and key stakeholders to enhance greater adoption of our platform and deliver on the full value proposition externally, and also develop greater acumen and discipline amongst selling teams in support of global, full portfolio selling.
• Ensure achievement of quarterly and annual digital services revenue objectives.

Skills & Attributes

• Adept at balancing intense short-term pressures with overall long-term goals.
• Focus on execution and results by establishing high standards for performance, setting goals and developing plans, following through and holding people accountable for results.
• Experience selling to breadth of industries and digital personas.
• Knowledge of business challenges facing enterprise executives that are driving digital transformation use case adoption.
• Passionate about infrastructure, interconnection, and the future of technology and software-as-a-service.
• Easily connect with both technical and business stakeholders.
• Adept at inspiring behavior change through motivating teams, planning initiatives, designating priorities, and being decisive when faced with ambiguity.
• Track record of success in delivering against high-growth target.
• Storyteller, with a unique ability to work with colleagues to command a room; Comfortable preparing & leading debate, dialogue and decisions at all levels.
• 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.

Knowledge And Experience

• Strong discipline in managing lead generation, pipeline and account management to a defined sales process.
• Track record of success in delivering against high-growth targets.
• Experience selling to breadth of industries and digital personas.
• 15+ years demonstrated track record selling enterprise and cloud solutions, selling infrastructure-as-a-service; 10+ years sales management.
• Experience establishing and scaling direct enterprise sales motions.
• Experience with common sales tools.
• Experience leading and inspiring a strong, fast-paced sales teams.
• Knowledge of business challenges facing enterprise executives that are driving digital transformation use case adoption.

The targeted pay range for this position in the following location is / locations are:

• San Francisco, CA / Bay Area: $391,000 to $586,000
• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $391,000 to $586,000
• Colorado, Nevada, Rhode Island: $391,000 to $586,000

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 listed reflects the base pay only and does not include bonus, equity, or benefits. Employees are eligible for bonus, and equity may be offered depending on the position.

As an employee, you become important to Equinix’s success. To help you achieve professional and personal goals, we provide competitive compensation and benefits programs that include a blend of rewards to attract, motivate, recognize, and retain talented people like you. We offer you key rewards including base pay and incentive pay, benefits for health and wellness, retirement plans for your future, and recognition programs. We’re committed to our employees by providing ongoing dialogue, education and resources that enable you to thrive and make informed decisions at each life stage.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you need assistance in applying for an open position, you may send an email to [email protected] . Please provide your contact information and let us know how we can assist you.

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.