Senior Director, Business Development - AMER

Equinix • Ashburn, GA

1d • $224,000 - $370,000

About The Position

The Senior Director, Business Development - AMER leads long-term growth across customer ecosystems that are important sources of future value for Equinix, including networks, cloud and content providers, financial services, and emerging areas such as AI and quantum. The role defines Business Development strategy for these sectors and leads the AMER Business Development team in executing it, in close partnership with Sales, Corporate Development, Product, and Marketing.

The position combines market development, ecosystem growth, complex deal support, and go-to-market leadership. It uses market intelligence, economic analysis, and industry expertise to prioritize opportunities, secure key deployments, develop strategic customer and partner relationships, and establish operating frameworks for scaling ecosystem development across AMER. The leader also builds and develops a diverse, high-performing team and advances an adaptable, accountable, and entrepreneurial culture.

Requirements

• Substantial enterprise technology experience.
• Experience leading high-performing technical sales or pre-sales teams across varied industries, including networks, cloud and IT services, content, financial services, AI, and quantum.
• Demonstrated track record of building strategic Business Development plans, communicating a compelling narrative, and securing senior-leader buy-in.
• Strong industry knowledge and network, with the ability to interpret macro trends and translate them into growth opportunities.
• Strategic thinking and the ability to bring structure and rigor to complex business challenges.
• Thought leadership, persuasive communication, and a high degree of emotional intelligence.
• Ability to manage and influence stakeholders across functional groups through indirect influence.
• Entrepreneurial leadership experience in a multinational business environment.
• Ability to balance near-term priorities with long-term strategic goals.
• Strong judgment, decisiveness in ambiguity, and ability to prioritize high-value initiatives.
• Ability to connect market insight, ecosystem strategy, and commercial execution; inspire teams; create clarity; drive disciplined execution; and mobilize cross-functional partners.

Nice To Haves

• Experience in telecommunications, cloud, or SaaS.
• Experience in professional services or top-tier management consulting.
• Bachelor's degree or equivalent in a relevant field.

Responsibilities

• Perform economic analyses of market opportunities and articulate the value of Equinix offerings to customers.
• Identify target customers, size addressable markets, prioritize engagement, and pursue partner integration opportunities that advance ecosystem objectives.
• Cultivate interconnected customer ecosystems and make data-driven adjustments to improve their effectiveness.
• Analyze market dynamics and customer trends to identify and secure key deployments aligned with Equinix products.
• Partner with Sales to align customer acquisition strategies and nurture long-term relationships with key customers and partners.
• Provide actionable insights and industry expertise to shape sales strategies and influence customer decision-makers as a subject-matter expert.
• Advise Sales on deal structures, promotions, and pricing for complex magnet-deal solutions that drive revenue.
• Identify program and route-to-market models, contract frameworks, and value-exchange frameworks with prospective magnet customers and partners.
• Partner on cross-functional investment plans and go-to-market strategies to monetize ecosystem opportunities.
• Create a globally consistent operating framework and establish best practices for cultivating ecosystems and securing magnet customers.
• Co-create Business Development and cross-functional roles, responsibilities, and review structures to strengthen accountability.
• Work with Corporate Development on strategic initiatives and business cases for new markets.
• Drive ecosystem development and onboarding strategy, prioritizing account groups and partnering with key foundation players.
• Publish thought leadership and build analyst and influencer relationships to position Equinix as a market leader.
• Inspire employees around a shared vision and translate strategy into focused execution.
• Build a diverse, high-performing team that fosters inclusion, well-being, and belonging.
• Create an adaptable, accountable, and entrepreneurial culture.

Benefits

• Employee Assistance Program.
• Health, life, disability, and voluntary insurance plans for employees and eligible family members.
• Retirement plan contributions from employees and Equinix.
• Accrued paid time off and paid holidays.
• Employees are eligible for a bonus; equity may be offered depending on the position.

What This Job Offers

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