Director, Global Technical Sales

Equinix • Redwood City, CA

106d • $279,000 - $417,000

About The Position

The Director, Technical Sales at Equinix, a world-renowned digital infrastructure company operating 245 data centers globally, will be responsible for the management of the geographic or functional Solutions Architect and Sales Engineering teams for the Network Service Provider (NSP) and Global Accounts (GAM) market segment. This individual will provide technical vision, thought leadership, and drive the execution of Equinix's products and services for NSP, GAM, and channel motion, accelerating high propensity NSP and GAM customers' digital transformations. Additionally, this role will focus on helping customers strategize technology investments to enable their own go-to-market motions, coaching the team to ensure a strong focus on business outcomes, and mapping macro trends to business outcomes to illustrate how Equinix can support their objectives. Furthermore, this position will support Regional Sales leaders to increase the sales funnel and total customer lifetime value, while emphasizing coaching and improving the GTST team to enhance proactive motions and customer strategy planning.

Requirements

• 15 years of experience leading regional/global technical sales organizations
• A strong technical background in digital transformation, data center industry, networking, service providers, and hybrid multi-cloud architecture
• Experience with recurring revenue, sales complexity, managing a large volume of accounts, solution selling, and enabling digital platforms for B2B
• Demonstrated history of leading teams in fast-paced, high acquisition-focused technical sales motions
• Strong communication skills, strong executive presence, including storytelling and team motivation
• Adept at managing change, inspiring behavior change, navigating complex organizations, and delivering results
• A bachelor's degree is required

Responsibilities

• Integrating Sales Engineering and Solution Architecture teams to ensure efficient and consistent technical pre-sales support
• Developing and reinforcing local teams to grow proactive technical selling capability through tools, improved processes, and tightened sales discipline
• Providing thought leadership and strategy to identify new routes to market to penetrate new and existing accounts
• Engaging with channel partners to position Equinix as the digital infrastructure provider
• Demonstrated history of success in building relationships with c-suite and technical decision-makers within customers and partners
• Conducting internal Technical Business Reviews to align technical teams with sales
• Helping customers strategize technology investments to enable their own go-to-market motions and coaching the team to focus on business outcomes
• Mapping macro trends to business outcomes and demonstrating how Equinix can assist customers in achieving their goals
• Supporting Regional Sales leaders to increase the sales funnel and total customer lifetime value
• Building internal partnerships with cross-functional partners and sales teams
• Providing relevant executive updates and escalation on technical sales opportunities
• Driving strategy and communication plans with external partners (resellers) to advance technical sales
• Helping to define the vision, structure, and go-forward engagement of a newly formed and regional team
• Building and motivating diverse teams with a focus on coaching and team member growth and development
• Providing effective and empathetic communications in times of change
• Focusing on coaching and improving the GTST team to increase proactive motions and enhance customer strategy planning

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Real Estate
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees