Sr Director, Channel Sales Strategy & Operations

Equinix

12h

About The Position

Who are we? Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet. A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future. A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work. Job Summary Reporting to the VP, Sales Operations, the role is the strategic business partner to the SVP, Channel Sales and their Leadership Team, aligning operational initiatives with revenue objectives and ensuring that the specific channel sales strategies effectively support overall business growth. They leverage data analytics and performance metrics to identify trends and opportunities within sales and customer interactions, providing actionable plans that enhance sales productivity and drive revenue optimization. They lead regional and global initiatives to streamline sales processes and enhance operational efficiency, collaborating with cross-functional teams to implement best practices that improve internal stakeholder and customer/partner satisfaction and contribute to revenue enhancement.

Requirements

Extensive experience in channel or channel sales operations roles, preferably in a regional or global context
Strong strategic thinking and problem-solving skills, with a proven ability to drive operational improvements and enhance customer experience
Exceptional leadership and interpersonal skills, with the ability to influence and engage stakeholders at all levels
Proven experience in managing large-scale projects and cross-functional initiatives
Strong analytical skills, with proficiency in data analysis performance metrics
Experience with sales technologies and CRM systems; familiarity with channel and emerging trends in channel sales operations a plus
Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
Experience of change management and driving strategic change

Responsibilities

Strategic Business Partnership: Manage the creation of channel sales strategy and annual operational plan to deliver sales targets and associated KPI
Act as a trusted advisor to senior leadership within the sales leadership team, providing insights and recommendations to optimize performance and drive revenue growth.
Represents Channel Sales leader in key programs & initiatives
Ensures operational plan aligns with the overall CRO sales growth strategy, differentiated across customer segments, for resource allocation, coverage planning, incentive planning and forecasting
Data Analysis and Reporting: Utilize data analytics and advanced insights to monitor sales productivity & performance metrics, identifying and driving opportunities for improvement that directly impact revenue
Provide feedback and guidance to GTM Ops and EDNA (Enterprise Data and Analytics) teams to ensure we develop and present consistent, global, comprehensive reports and dashboards to stakeholders, translating complex data into actionable insights
Process Improvement and Efficiency: Proactively identify and lead regional and global initiatives to innovate, define and streamline global channel processes, to run simpler, drive greater operational efficiency, effectiveness and compliance.
Brings in best practices and innovative approaches that create value for Equinix Sales and Customers on global basis
Drive alignment of regional processes with global standards, ensure collaboration with cross-functional teams, including in CRO, EDNA and IT, and lead implementation to enhance the sales user experience and support revenue generation
Performance Management: Establish, evolve and monitor KPIs for channel and channel operations, monitoring progress against plans in regular meeting forums and driving corrective actions as needed to achieve revenue and other KPI targets
Represent the GTM Ops organization in regular performance reviews promoting two-way feedback on GTM Ops performance, capture needs for additional GTM Ops support across all capabilities for prioritization, and areas for specific sales improvement actions
Foster a culture of accountability and continuous improvement within the Sales Operations and Channel organizations
Seller Advocacy: Champion the voice of the channel ensuring that channel sales feedback informs operational strategies and initiatives, in context of our overall strategic moves and enablers
Team Leadership and Development: Lead, mentor, and develop a high-performing team, fostering a culture of excellence, accountability, and continuous improvement
Identify training and development needs to enhance team capabilities and ensure alignment with strategic goals.
Extensive experience in channel or channel sales operations roles, preferably in a regional or global context
Strong strategic thinking and problem-solving skills, with a proven ability to drive operational improvements and enhance customer experience
Exceptional leadership and interpersonal skills, with the ability to influence and engage stakeholders at all levels
Proven experience in managing large-scale projects and cross-functional initiatives
Strong analytical skills, with proficiency in data analysis performance metrics
Experience with sales technologies and CRM systems; familiarity with channel and emerging trends in channel sales operations a plus
Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
Experience of change management and driving strategic change

Benefits

Employee Assistance Program: An Employee Assistance program is available to all employees.
US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.
Canada Core Benefits: - Insurance: You may enroll in healthcare coverage that is designed to complement the provincial healthcare system, along with life, disability and optional benefit plans that are designed for you and your eligible family members. - Retirement: You may also enroll in Equinix-sponsored retirement or savings plans: Defined Contribution Pension Plan (DCPP), Group Retirement Savings Plan (RRSP) and Tax-Free Savings Plan (TSFA). - Vacation and Paid Holidays: Equinix offers both vacation and personal time, along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms, and to change at Equinix discretion.

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