Commercial Solutions Senior Manager
About The Position
Equinix is hiring a commercially experienced professional to support its commercial transformation and manage complex deals for a defined portfolio of significant AMER-headquartered strategic accounts. The role is part of the global Deal Strategy & Enablement Strategics team and focuses on structuring, pricing, evaluating, and executing deals across the Opportunity-to-Cash lifecycle using globally aligned commercial frameworks. The successful candidate will apply established frameworks while exercising independent judgment when those frameworks do not fit. They will advise senior stakeholders on consequential commercial matters, construct clear recommendations and scenarios, and help drive deal momentum through complexity and ambiguity. The role has no direct reports; influence is exercised through expertise and credible partnership with Sales, Finance, Legal, Operations, Product, and executive stakeholders. Near-term success means establishing credibility with AMER Strategics Sales leadership and providing consistent, high-quality support for complex, time-sensitive opportunities. Over time, the role is expected to help evolve commercial practices in the Strategics segment and turn deal-level problem-solving into scalable organizational frameworks.
Requirements
- 5–7 years of experience in deal desk, commercial negotiations, and pricing.
- Experience structuring complex, high-value deals with significant commercial risk.
- Ability to operate in ambiguity without a fully defined playbook.
- Strong analytical and commercial judgment, including the ability to build and communicate deal scenarios clearly.
- Affinity with the technology sector and ability to grasp complex concepts quickly.
- Proven ability to work effectively with and influence senior stakeholders in Sales, Finance, and Legal.
- Salesforce/CRM proficiency and familiarity with deal approval workflows.
- Bachelor’s degree or equivalent experience.
Nice To Haves
- Experience with hyperscalers, large technology accounts, or similarly complex enterprise customers.
- Background in data center, cloud, telecom, or capital-intensive industries.
- Exposure to pricing strategy, deal scoring frameworks, or commercial governance design.
Responsibilities
- Serve as the primary commercial advisor to the AMER Strategics Sales team on new and renewal deals within the assigned portfolio.
- Lead end-to-end deal structuring, from opportunity qualification through approval and booking, while supporting deal velocity and commercial integrity.
- Develop structured recommendations and scenarios for deals outside standard pricing and contractual frameworks.
- Prepare commercial summaries, term sheets, and scenario analyses for Sales leadership and deal review committees.
- Provide ad hoc commercial support for post-sale execution, financial disputes, and non-standard customer requests.
- Guide deals through the approval hierarchy and ensure alignment with global governance standards and commercial policies.
- Help Sales navigate deal complexity and identify patterns in exceptions or governance gaps, recommending policy and process improvements.
- Analyze deal economics, competitive dynamics, and win/loss trends within the Strategics segment.
- Contribute regional and segment-level insights to global Pricing Committee inputs and pricing discussions.
- Develop fluency in capacity prioritization frameworks (CAPI) and pricing tools, and constructively challenge assumptions when warranted by data.
- Support adoption of standardized deal tools and workflows and contribute to continuous process improvement.
- Identify breakdowns in standard processes for Strategics customers, design pragmatic workarounds, and help scale effective approaches.
- Contribute to Sales onboarding and education on deal processes and best practices, serving as a resource for the broader AMER commercial community.
- Partner with senior Sales leaders, Finance, Legal, and GTM Operations as a credible and well-prepared commercial advisor.
- Work with Legal and deal stakeholders on non-standard terms and conditions.
- Represent the Strategics segment in internal forums and ensure deal complexity is reflected in commercial policy evolution.
Benefits
- Employee Assistance Program
- Health insurance
- Life insurance
- Disability insurance
- Retirement or savings plans
- Paid time off, vacation, and personal time
- Paid holidays
- Bonus eligibility
- Equity may be offered depending on the position
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What This Job Offers
Job Type
Full-time
Career Level
Senior
