Deal Strategy and Enablement-Senior Manager

Equinix • Toronto, ON

3d • $138,000 - $208,000

About The Position

Equinix is undertaking a commercial transformation to accelerate scale and growth by standardizing how deals are structured, priced, evaluated, and executed across the Opportunity-to-Cash lifecycle. The Deal Strategy and Enablement Senior Manager is part of the global DSE Strategics team and supports a defined portfolio of AMER-headquartered strategic accounts. These accounts involve significant deal size, global contractual and execution complexity, and substantial negotiation leverage.

The role serves as a primary commercial advisor to the AMER Strategics Sales team, applying established commercial frameworks while exercising independent judgment when those frameworks do not fit. The successful candidate will structure and guide complex deals, develop recommendations for senior decision-makers, and work credibly with senior stakeholders across Sales, Finance, Operations, Product, Legal, and executive teams. The position has no direct reports; influence comes through expertise, judgment, and effective stakeholder engagement.

Near-term success means building credibility with AMER Strategics Sales leadership and providing consistent, high-quality support for complex and 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 for the technology sector and ability to grasp complex concepts quickly.
• Demonstrated ability to work effectively with and influence senior Sales, Finance, and Legal stakeholders.
• 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 in the assigned portfolio.
• Lead end-to-end deal structuring from opportunity qualification through approval and booking, 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 as a trusted advisor and facilitator.
• Identify patterns in deal exceptions and governance gaps, and recommend policy and process improvements.
• Analyze deal economics, competitive dynamics, and win/loss trends in the Strategics segment.
• Contribute regional and segment-level insight 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 the data.
• Support adoption of standardized deal tools and workflows and participate in continuous process improvement.
• Identify breakdowns in standard processes for Strategics customers, design pragmatic workarounds, and help scale effective solutions.
• Contribute to Sales onboarding and education on deal processes and best practices.
• Partner with senior Sales leaders, Finance, Legal, and GTM Operations as a credible and well-prepared commercial resource.
• Work with Legal and deal stakeholders on non-standard terms and conditions.
• Represent the Strategics segment in internal forums and ensure its deal complexity is reflected in commercial policy evolution.

Benefits

• Employee Assistance Program.
• Health or healthcare insurance coverage, with life, disability, and voluntary or optional plans depending on country.
• Retirement or savings plans, including applicable employer contributions or sponsored plans.
• Paid time off, vacation or personal time, and paid holidays.
• Eligible employees may receive a bonus; equity may be offered depending on the position.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior