Senior Sales Leadership Manager

hace 12 horas

Santiago, Metropolitana, Chile Equinix A tiempo completo
About the Role

This is a key leadership position that will drive sales growth and revenue expansion within Equinix. As a Director, Sales, you will lead a high-performing team of sales professionals in accelerating Equinix's growth by managing existing client relationships and developing new accounts.

Key Responsibilities
  1. Territory Planning and Execution
  • Develop and execute comprehensive account/territory plans leveraging internal resources (Sales Operations, Marketing, etc.).
  • Holds team accountable to drive territory plans and account plans for key prospects and customers.
  • Allocates STAR prospects, actively managing and updating them over time.
  • Partners with regional Sales Ops in annual quota setting process to set territory goals.
  • Grows and optimizes headcount and resources in the region for Go-To-Market strategy.
  • Conducts internal Quarterly Business Reviews, measuring performance against pre-established business metrics.
  • Achieves and exceeds assigned sales targets.
  • Provides accurate forecasts on regular cadence to senior leadership.
  • Ensures operational discipline of the team to meet forecast, following the principles of forecasting.
  • Sets expectation and regular cadence for pipeline reviews; reporting pipeline status to senior leadership.
Build Customer Relationships
  • Plans, builds, and maintains long-term relationships with key accounts.
  • Drives team to hold quarterly customer business reviews and executive briefing with key customers.
  • Facilitates key customer relationships to ensure timely resolution of escalated customer issues.
Leverage Internal & External Partners
  • Drives strategy and communication plan with external partners at Executive level (Reseller, Platform, etc.).
  • Drives a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.).
  • Collaborates with Marketing on demand generation programs and campaigns; makes budget decisions on field marketing programs.
  • Approves solutions and value proposition for key, complex opportunities.
Solution Selling
  • Promotes the holistic vision of Equinix is translated into value proposition.
  • Ensures implementation and adoption of solution selling skills (Selling Equinix Value) in daily routines of the team.
  • Approves solutions and value proposition being laid out for key, complex opportunities.
People Management & Coaching
  • Provides leadership and direction to the team for defining and executing on their territory plans.
  • Coaches team and managers to enhance ongoing skills development and selling behaviors.
  • Shares and models best practices with broader team.
  • Createsspirit of collaboration, evangelism, and engagement with sales teams.
  • Drives accountability for the performance and results.
  • Acts as an agent of change, champions the adoption of new processes, selling practices, go-to-market strategy.
  • Owns and manages all escalations to senior leadership for critical matters.
  • Ensures team adoption of relevant tools available for more efficient business management.
  • Responsible for all hiring decisions and activities, compensation, quarterly conversations, performance counseling, coaching, and career development.
Management of Country Sales Team (EMEA & APAC)
  • Manages sales team and other support functions within the country.
  • Leads local negotiation of contracts and forecasting for global accounts with presence in the country.
  • Looks at acquisition targets.

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