Senior Director, Sales Strategy and Operations

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.

Senior Director, Sales Strategy and Operations

Job Summary

Reporting to the VP, Sales Operations, the Sr. Director, Sales Strategy & Operations EMEA role is a strategic business partner to the SVP, Regional Sales, and their Leadership Team. They will align operational initiatives with revenue objectives ensuring that the specific regional 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 a regional 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 the regional 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 and performance metrics, identifying and driving opportunities for improvement that directly impact revenue
• Provide feedback and guidance to GTM Operations and Enterprise Data and Analytics (EDNA) 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 sales processes, to run simpler, drive greater operational efficiency and effectiveness. 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 the Customer and Revenue Organization, EDNA and IT, and lead regional implementation to enhance the sales user experience and support revenue generation

Performance Management

• Establish, evolve and monitor KPIs for sales and sales operations, monitoring regional progress against plans in regular meeting forums and driving corrective actions as needed to achieve revenue and other KPI targets
• Represent the GTM Operations organization in regular performance reviews promoting two-way feedback on GTM Operations performance, capture needs for additional GTM Operations 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 Sales organizations

Seller Advocacy

• Champion the voice of sales ensuring that 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

Qualifications

• Extensive experience in sales operations or business partnership 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 industry and emerging trends in sales operations are a plus
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively
• Experience of change management and driving strategic change