Senior Director, Deal Strategy & Enablement

Equinix•Redwood City, CA

1d•$200,000 - $360,000•Onsite

About The Position

Equinix is undergoing a significant Commercial Transformation to support substantial growth through 2027 and beyond. This transformation involves redefining how deals are evaluated, governed, structured, priced, and managed, introducing new elements like capacity allocation logic, single-list-price economics, an updated approval hierarchy, and a consolidated deal-governance system. The Senior Director, Deal Strategy & Enablement will lead a global commercial center of excellence responsible for the end-to-end management of deals within the Opportunity-to-Cash (O2C) process. This role is focused on system design and team development, operating through influence rather than direct approval authority. The ideal candidate is a builder who will lead a team of approximately 40 individuals, redefining workflows, creating career development paths, and establishing the function as a critical accelerator for Equinix's commercial operations.

Requirements

12+ years of progressive experience in deal desk leadership, commercial operations, revenue operations, pricing strategy, or strategic sales operations, with significant time in a transformation or system-design context.
5+ years leading global teams (40+ people across multiple regions) through an operating-model change.
Demonstrated success operationalizing a new way of working, not just announcing one.
Direct experience with Deal Governance, deal scoring or capacity allocation frameworks, and pricing committee operations.
Proven track record influencing C-suite and senior cross-functional stakeholders without authority (CRO, CFO, Regional Presidents, General Counsel).
Expert command of Salesforce and CPQ environments, including approval workflow design, reporting, and integration patterns.
Familiarity with Lead-to-Cash transformation programs (Siebel-to-Salesforce migration experience a plus).
Excellent written and verbal communication; able to brief executive audiences on commercial outcomes with clarity and rigor.

Nice To Haves

Experience in data center, cloud infrastructure, telecommunications, or capital-intensive B2B environments.
Direct experience operationalizing a deal-scoring framework (e.g., CAPI-equivalent) at scale.
Experience contributing to or designing commercial governance policies, pricing frameworks, or deal desk operating models.
Bachelor's degree in Business, Finance, Economics, Engineering, or related field.

Responsibilities

Lead the global Deal Strategy & Enablement organization (~40 people) through a transition from Commercial Solutions to Deal Strategy & Enablement, shifting focus from approvals to strategic orchestration.
Co-own the Commercial Transformation with key stakeholders, ensuring the function meets strategic objectives related to capacity allocation, list pricing, approval governance, and demand shaping.
Build the internal brand of Deal Strategy & Enablement, making it a sought-after team for sales deal support.
Own end-to-end deal cycle accountability from qualified opportunity through booking, publishing weekly velocity dashboards.
Drive significant deals through the new approval hierarchy proactively, providing pre-modeled scenarios and prepared approval packages.
Establish and chair operating cadences with Finance, Legal, and Global Markets to reduce approval friction.
Partner with Sales leadership to prepare approval-ready packages, model commercial scenarios, and reduce administrative burden on approvers.
Own and chair the consolidated Deal Governance operating system, ensuring decisions are documented, traceable, and consistently applied, identifying patterns for policy evolution.
Maintain and evolve the CAPI (Capacity Allocation Prioritization Index) scoring model in partnership with Commercial Finance and Product.
Drive CAPI maturity through different stages as the Lead-to-Cash technology stack progresses.
Own the Commercial Summary One-Pager, Capacity Prioritization Template, and standardized deal-review templates.
Develop a productized library of deal playbooks, pricing recommendations, approval-package templates, Salesforce workflow accelerators, and AI-assisted deal-construction tools.
Drive automation and operationalization of deal guardrails in Salesforce.
Chair monthly/quarterly Pricing Inspections, surfacing deal patterns and pricing analytics to inform list-price calibration and discount-threshold evolution.
Build structured feedback loops from deal outcomes into pricing strategy.
Translate observed pricing behavior, win/loss patterns, and competitive dynamics into actionable input for Commercial Finance and Sales leadership.
Serve as a senior commercial subject matter expert in pricing reviews.
Manage Early Termination Fee (ETF) waivers and concession credits.
Support the channel program and parity aligned to the new Channel Strategy.
Provide support for complex customer negotiations.
Manage business-related terms and conditions.
Approve GTCs, MCAs, DSAs, and SOs.
Provide sales enablement and deal structuring support.
Manage pricing agreements (transitioning from Siebel to Salesforce).
Engage in broader commercial activities for special programs.
Operate as a peer partner to Sales leadership, Commercial Finance, Legal, Operations, Regional Presidents, GTM Strategy & Transformation, and Product.
Represent Deal Strategy & Enablement at the Commercial Operations Leadership Team and serve as the deal-cycle voice in the Lead-to-Cash transformation steering.
Partner closely with Commercial Finance on pricing realization, governance, deal-economics analytics, and thought leadership for capacity portfolio optimization.