Sr Director, Channel Sales Strategy & Operations

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.

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

Qualifications

• 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

The targeted pay range for this position in the following location is / locations are:

United States - Dallas Infomart Office DAI : 200,000 - 300,000 USD / Annual

Canada - Toronto Office TRO : 202,000 - 302,000 CAD / Annual

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

The targeted pay range listed reflects the base pay only and does not include bonus, equity, or benefits. Employees are eligible for bonus, and equity may be offered depending on the position.

Equinix Benefits

As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.

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 specific plan or program terms, and to change at Equinix discretion.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form .

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

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