Senior Vice President, xScale Customer and Revenue

Position Overview

• Location Type:
• Job Type: Full time
• Salary:

Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals. A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. 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 Summary

Reporting to Equinix's Chief Revenue Officer, the SVP, xScale Customer and Revenue will be responsible for developing and executing the revenue strategy for our xScale business. This executive orchestrates our go-to-market teams across CRO to achieve the revenue strategy for the xScale business. Equinix's xScale business segment focuses on serving the unique core workload deployment needs of hyperscale companies, offering wholesale space and access to a rich ecosystem of network connections to move data around the globe. This leader will directly oversee the strategic negotiations, sales engineering, customer project management, bid management, while indirectly working with key partners to drive sales, customer success management, and product marketing. The leader must possess a deep understanding of the data center industry and a proven track record of driving revenue growth with key hyperscalers.

Responsibilities

• Develop and implement a comprehensive multi-year revenue strategy to achieve aggressive growth targets for xScale, including identifying new market opportunities and customer segments within the hyperscaler and service provider ecosystem.
• Identify, develop, and manage xScale relationships that enhance service offerings and drive revenue growth.
• Ensure consistently accurate forecasted business, deliver the global quarterly and annual revenue objectives.
• Oversee sales engineering teams to ensure technical solutions align with customer needs and drive successful sales outcomes.
• Collaborate with engineering and product teams to ensure offerings meet market demands and customer expectations.
• Lead and manage a team of high-performing strategic negotiators responsible for securing large, complex, and multi-year partnerships.
• Lead a team of customer project managers responsible for orchestrating the various Equinix stakeholders required to drive successful implementation and delivery of services.
• Direct and optimize the bid management process, ensuring competitive, compelling proposals are delivered on time.
• Collaborate with cross-functional teams to gather necessary information and insights for successful bids.

Indirect Responsibilities and Accountabilities

• Provide strategic direction and support to the sales team to ensure alignment with revenue goals and customer needs.
• Collaborate with customer success management to ensure high levels of customer satisfaction and retention.
• Work closely with product marketing to ensure alignment of messaging and positioning with market needs and customer expectations.
• Serve as the voice of the xScale customer across the Equinix revenue engine, addressing customer feedback and service delivery improvement areas, providing insights from customer interactions to inform product development and marketing strategies.
• Refine pursuit model to reflect executive alignment needed for multi-year leases.
• Represent leasing and revenue pipeline to JV Investors.

Qualifications

• Extensive leadership experience in sales, business development, or customer success in the