Sales Director

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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.

About the role

Reporting to Equinix's SVP Sales, EMEA, this Director, Hi-Tech Sales will lead a high-performing team, driving thought leadership and robust account management. This Sales leader will provide direction in planning, organizing and leading sales growth initiatives, client relationship building and customer satisfaction, working in partnership with cross-functional teams and senior leadership. This leader will also play a key role in building and fostering a high-performance, customer-centric and values-driven environment within Equinix's Amsterdam office and company-wide.

Key Responsibilities

• Guide and mentor a high-performing sales team to continue achieving superior results, while scaling Equinix's business within existing Hi-Tech accounts (SAP, ARM, Nokia) and closing new opportunities

• Develop and execute strategic sales plans to penetrate and expand key accounts

• Foster strategic executive-level engagement with top clients, and drive connections between our CEO, CRO, and other senior executives with clients

• Drive revenue growth through direct, partner and channel strategies, ensuring a seamless go-to-market approach

• Work collaboratively with channel partners and strategic alliances to enhance customer value and accelerate revenue

• Serve as a trusted advisor to Hi-Tech clients, identifying and helping solve their most pressing business challenges (latency, edge compute, colocation)

• Define and report on MEDDPICC metrics to measure performance of sales activities, fostering sales discipline and best practices

• Support the development of sales proposals, configurations and pricing strategies that win against Digital Realty/Iron Mountain

• Develop a comprehensive plan to grow EMEA Hi-Tech territory year over year while achieving and exceeding assigned sales targets

• Ensure operational discipline of the team to meet forecast, providing accurate forecasts on a regular cadence to senior leadership using MEDDPICC Paper Process rigor

• Set expectations and a regular cadence for pipeline reviews and reporting pipeline status to leadership

• Demonstrate Challenger Sale capabilities to reframe Hi-Tech C-level thinking around IBX vs hyperscaler regions

• Create new and better ways for the organization to be successful and foster an environment where positive energy is created and sustained

Qualifications

• Deep experience leading teams within top-tier, high-tech organizations

• Proven MEDDPICC and Challenger Sales methodology expertise—can coach 4+ Senior AEs on Metrics, Economic Buyer access, Paper Process acceleration, and "Teach/Tailor/Take Control" insights

• Experience partnering with cross-functional teams, including sales engineering, finance, marketing and field sales in the development of new and expanded client revenue streams

• Demonstrated ability to develop senior-level, cross-functional relationships within a highly matrixed business environment

• Experience with both direct and channel distribution motions; has a strong understanding of solution sales and working through Partner relationships

• Track record of selling colocation/interconnection solutions; deep understanding of Equinix's Hi-Tech customer needs and eco-system

• Excellent leadership, communication, interpersonal and customer service skills

• Collaborative, in-service to leadership style

• Preference for talent with strong customer networks across EMEA infrastructure, Cloud, SaaS, PaaS, Enterprise hardware and/or enterprise software ecosystem

• Amsterdam-based with travel across EMEA