AMER Sales Strategy and Operations Director

Equinix•Tampa, FL

2d•$177,000 - $265,000•Onsite

About The Position

Equinix is seeking a AMER Sales Strategy & Operations Director to own the end-to-end go-to-market architecture for the Americas region. In this high-visibility role, you will partner directly with AMER Sales Leaders and the CRO organization to translate corporate growth strategy into territory-level decisions, driving revenue through rigorous planning, territory & quota design, and operational excellence. This role will lead the FY27 AMER annual sales planning cycle, including quota setting, territory design, and resource allocation. It will also involve completing a territory patch & quota setting redesign for key sales segments & verticals, optimizing seller capacity and maximizing revenue output. Additionally, the role requires building and delivering an executive-ready reporting framework that surfaces regional trends and supports data-driven decisions that align with the company’s objectives & priorities. The Director will act as the trusted strategic advisor for the AMER region on key initiatives and programs, such as Lead-to-Cash.

Requirements

10+ years of experience in sales strategy, sales operations, and/or sales leadership that spans across multiple geographies and industries
Demonstrated experience in full-cycle sales planning, including quota design and territory modeling at scale (100+ rep organizations)
Proven ability to partner with and influence senior stakeholders across multiple functions
Executive presence with a track record of building concise, persuasive business proposals and translating complex data into clear narratives
Advanced Salesforce.com proficiency, including the ability to independently build reports and dashboards
Strong analytical skills with hands-on experience in data analysis and sales performance metrics (SQL, Excel/Sheets modeling, or BI tools a plus)

Nice To Haves

Experience with Anaplan (territory/quota planning), Clari (forecasting), or Incent (compensation management)
Background in data center, cloud, or digital infrastructure industry
Experience leading cross-functional GTM transformation programs

Responsibilities

Lead the design and development of the AMER Sales strategy; translate corporate objectives into actionable territory-level decisions that drive measurable revenue outcomes
Collaborate cross-functionally to align all CRO teams, including Marketing, Customer Success, and Channel, with the AMER GTM strategy
Design and build a Territory Patch methodology that optimizes seller capacity and productivity while maximizing revenue potential
Develop a quota-setting framework that integrates top-down corporate targets with bottom-up territory capacity insights, accounting for role and leveling expectations
Serve as a trusted strategic advisor to AMER leadership on initiatives such as Lead-to-Cash, Segmentation, and Sales Tooling
Lead AMER GTM annual sales planning, including segmentation & targeting, quota assignment, territory design, and resource allocation, ensuring on-time delivery and adoption by Sales Leaders
Coordinate with SalesOps counterparts and cross-functional GTM Ops partners (including Compensation) to implement sales strategy without disruption to field execution
Ensure the operational plan aligns with CRO growth strategy and is meaningfully differentiated across sales segments and motions
Own and evolve the AMER reporting and dashboards ecosystem; partner with SalesOps analysts and the Data & Analytics team to develop new reporting capabilities as business needs evolve
Conduct ongoing data analysis to surface regional and territory-level trends with direct revenue impact; translate findings into clear, actionable recommendations for Sales Leaders
Lead quarterly quota attainment reviews and overall team performance assessments; deliver executive summaries with strategic implications and recommended actions
Support ad hoc data requests from AMER Sales leadership and the broader CRO organization
Lead global, regional, or GTM cross-functional projects targeted at improving sales productivity and operational efficiency
Redesign sales operations processes at a regional or GTM level, driving significant improvement in service delivery and execution quality
Proactively identify process gaps or improvement opportunities and build the cross-functional consensus needed to implement them at scale