Senior Director, xScale Strategic Initiatives, AMERS

About the role

This role requires a leader with exceptional strategic thinking and deal negotiation skills. It is expected that this leader will have the ability to collaborate and establish relationships with key internal cross functional stakeholders to maximize deal value for Equinix. Externally, the Strategic Negotiator is a senior business executive and is expected to influence and lead discussions with senior executives and counterparts throughout deal closing. Finally, this person will be expected to mentor, upskill and build a lean global team.

Responsibilities

• Closely coordinate with account owners to understand customer context, needs and deal objectives.
• Work closely with senior leaders and executives across the broader xScale Client portfolio companies once engaged by account owner using industry best practices and experience from prior first of their kind large and complex transformational deals.
• Excel in deal negotiations, ensuring the team serves as the lead deal negotiator, demonstrating exceptional strategy and influencing skills to achieve optimal outcomes.
• Foster cross-functional collaboration across the organization with key stakeholders, including Sales, Product, Engineering, and Legal, to assess optimal terms and conditions for business outcomes, build the necessary knowledge, and integrated approach to partnership creation and execution.
• Owns the internal decision making to maximize deal value and margin.
• Develop the team’s ability to influence at the highest executive levels, including customer boards.
• Ensure there are win strategies defined with xScale differentiators and be able to lead executive briefings and presentations.
• Understand the business models and incentives for the xScale business and broadly across the Equinix business.

Requirements

Proven success in closing complex and large strategic deals. Excellent business acumen in Cloud, hyperscalers and Global Accounts. Extensive network and connection with C-level executives. Projecting executive presence with C-level executives. Experience in cultivating and maintaining long-term relationships with strategic clients. Skilled in solving complex challenges, creating innovative solutions, and driving business growth through strategic initiatives and effective execution. Excellent AMERs regional knowledge required.

Skills and Attributes

• Extensive experience working in the related field is required for this position with focus in large complex deals negotiations.
• Confidence in working in a matrix managed organization.
• Tenacity, resilience, and emotional intelligence will be highly regarded traits in this role.
• Excellent verbal, written, and presentation communications skills.
• Proven capability to work in high performance team, highly collaborative; with strong accountability.
• Resourceful and agile in an accelerated transformation environment.
• Bachelors/Masters educational qualification (plus an MBA as a preference).

Pay

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

• United States - Ashburn Office AEO: $313,000 - $469,000 USD / Annual
• United States - Dallas Infomart Office DAI: $284,000 - $426,000 USD / Annual