Vice President, Digital Sales Specialist

2 months ago

Toronto, Canada Equinix Full time

Vice President, Digital Sales Specialist
Equinix is the world’s digital infrastructure company, operating 245+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

We are a fast-growing global company with 20 years of consecutive growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of over 10,000 companies, including 2,000+ networks and 3,000 cloud and IT service providers in over 30 countries spanning six continents - and counting

A leadership role at Equinix means you will drive and collaborate on work that impacts the world. We embrace diversity in thought and contribution and are committed to providing an equitable work environment. that is foundational to our core values as a company and is vital to our success.

**Job Description Summary**:
Equinix’s VP Digital Sales Specialist will be responsible for accelerating digital services revenue through enterprise selling motions and driving greater adoption of Equinix’s platform value, supporting both the digital transformation of our customers and fueling the company’s Digital Services agenda. This executive will own, operationalize, and optimize transformational efforts specific to the activation of our Digital Sales Specialist teams globally. They will be the Voice of Sales in partnering across GTM and Digital Services organizations to ensure clear accountabilities, disciplined processes, enabled teams and an aligned pursuit to increase market share and scale revenue growth across the entire digital services portfolio. Complexity of the role is high and requires close partnership and engagement with CRO, CSO, DS BU leaders, SVPs of Sales, RevOps, Customer Success and Marketing leaders.

**Responsibilities**:
**Accelerate Growth of Digital Services Revenue**
- Lead our Digital Sales Specialist strategy globally, developing plan and driving a coordinated sales approach to grow digital business, expand pipeline and drive greater conversion of must-win enterprise customers to Equinix’s digital services solutions. Leverage tools that improve processes and discipline along the way.
- Establish sales stream of digital services into both new and existing customers as aligned to defined segmentation and targeting strategy.
- Deliver against Digital Services sales targets, accelerating revenue growth and deliver quarterly and annual digital services revenue objectives, ensuring achievement and contribution to the company’s long-range plan.
- Ensure effective Sales execution by driving alignment in refining and implementing the optimal full service selling motion for digital services across global selling teams, ensuring that the entire Sales organization and key stakeholders have the direction, information, resources and support to successfully advance our Digital Services pursuit in the field. Closely align and partner across the GTM and Digital Services organization to ensure clarity of roles and responsibilities, handoffs, dependencies, risks, etc.
- Key lead and contributor into DS GTM Strategy and pursuit, with a keen eye to market trends and implications, opportunities, optimization needed internally to support, etc.
- Works cross-functionally and with leaders across Sales, Revenue Operations, Technical Sales, GCCX, Marketing, and others to ensure alignment and swift decision making; recognize barriers to success quickly, knowing when to escalate and to whom to reduce cycles and maintain momentum.

**Digital Customer Engagement & Playbook**
- Collaborate cross-functionally to accelerate and refine development of customer engagement and pursuit, including development and launch of critical sales plays.
- Partner with Digital/PLG Marketing on demand generation programs and campaigns.
- Facilitate key customer relationships to ensure timely resolution of raised customer issues.

**Develop Digital Capabilities of Selling Teams**
- Cultivate deep relationships with customer and key stakeholders to enhance greater adoption of our platform and deliver on the full value proposition externally, and also develop greater acumen and discipline amongst selling teams in support of global, full portfolio selling.
- Lead a diverse team, creating a culture of coaching to win and inspiring and activating a digital mindset across global selling teams.
- Accelerate stand-up and activation of Specialist teams in Regions outside AMER; challenge team to think globally and actively export to other regions.
- Ensure team adoption of relevant tools available for more efficient sales and business management.

**Business critical responsibilities**:

- Ensure achieveme

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