Senior Director, Deal Strategy & Enablement

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.

Job Summary

Equinix is in the middle of a Commercial Transformation built to support 3x growth into 2027 and beyond. The transformation is reshaping how deals are scored, governed, structured, priced, and shepherded — with new capacity allocation logic, single-list-price economics, a new approval hierarchy, and a consolidated deal-governance operating system. The Senior Director, Deal Strategy & Enablement leads the global commercial center of excellence responsible for cradle-to-grave management of deals across the Opportunity-to-Cash (O2C) process. This is a system-design and team-development role, not a deal-approval role. The successful candidate is a builder, not a gatekeeper, and operates by influence within CRO (Sales, Success+), Finance, Legal, and Regional Presidents to establish the function as the single most important velocity-multiplier in Equinix's commercial engine.

Key Responsibilities

• Lead the global Deal Strategy & Enablement organization (~40 people across five regional pods) through the announced transition from Commercial Solutions to Deal Strategy & Enablement, moving from approvals to strategic orchestration.
• Empower bid management team supporting complex, high-value deal pursuits, standardizing the end-to-end proposal and RFP response process to improve win rates, accelerate deal velocity, and ensure pricing and commercial terms aligned with strategic growth targets.
• Co‑own the Commercial Transformation alongside the VP, Revenue Operations, GTM Operations leadership, and VP, Commercial Finance to deliver against strategic shifts (capacity allocation, list pricing, approval governance, demand shaping).
• Build the function’s brand internally, making Deal Strategy & Enablement the go‑to team for sales deals.

Deal Orchestration and Cycle Acceleration

• Own end-to-end deal‑cycle accountability from qualified opportunity through booked, publishing weekly velocity dashboards covering cycle times, win rates, and asset adoption.
• Drive significant deals through the new approval hierarchy on behalf of Sales, proactively preparing packages and playbooks.
• Stand up and chair standing operating cadences with cross‑functional partners in Finance, Legal, Global Markets to remove approval friction.
• Partner with Sales leadership in their new role as primary deal approvers, preparing approval‑ready packages and modeling commercial scenarios.

Deal Governance Ownership

• Own and chair the consolidated Deal Governance operating system, evolving policies and capturing lessons learned.
• Ensure approval decisions are documented, traceable, and consistently applied across regions; identify systemic patterns warranting policy evolution.

Productized Enablement

• Maintain and evolve the CAPI scoring model with Commercial Finance and Product, advancing from Stage 0/1 to Stage 3.
• Own the Commercial Summary One‑Pager, Capacity Prioritization Template, and library of standardized deal‑review templates.
• Build a productized library of deal playbooks, pricing recommendations, approval‑package templates, Salesforce‑native workflow accelerators, and AI‑assisted deal‑construction tooling.
• Drive automation of deal guardrails in Salesforce, embedding policy in tooling.

Pricing Inspection and Insights

• Chair monthly/quarterly Pricing Inspections, surfacing deal patterns and pricing analytics for Commercial Finance to calibrate list prices and discount thresholds.
• Translate pricing behavior, win/loss patterns, and competitive dynamics into actionable input for Finance and Sales leadership.
• Serve as the senior commercial subject matter expert in pricing reviews, surfacing patterns warranting list price or discount threshold changes.

Continuing Sales Support Functions

• Provide ETF waivers, channel program and parity support, complex customer negotiations support, business‑related terms and conditions, approvals for GTCs, MCAs, DSAs, and SOs, sales enablement and deal structuring, pricing agreements, and broader commercial engagement on special programs.

Cross‑Functional Partnership

• Operate as a peer partner to Sales leadership, Commercial Finance, Legal, Operations, Regional Presidents, GTM Strategy & Transformation, and Product, influencing without authority.
• Represent Deal Strategy & Enablement at the Commercial Operations Leadership Team and serve as the deal‑cycle voice in the Lead‑to‑Cash transformation steering.
• Partner closely with Commercial Finance on pricing realization, governance, deal‑economics analytics, and drive thought leadership for capacity portfolio optimization.

Year‑One Success Metrics

• Reduction in median days‑to‑booked (intake to booking).
• Reduction in approver‑stage cycle time.
• Win‑rate uplift on enablement‑supported deals vs. comparable cohort.
• CAPI throughput, accuracy, and adoption.
• Adoption rate of standardized templates and productized enablement assets.
• Sales NPS of the Deal Strategy & Enablement function.
• Team engagement and retention through the transition; visible progression in the Deal Manager ladder.
• Pricing Committee operating maturity – quarterly cadence, documented decisions, and feedback loops into list‑price calibration.

Required Competencies

• Transformational leadership with experience leading a team through redefinition of mandate and operating model.
• System‑design leadership, designing operating models, templates, governance, and team structure.
• Cross‑functional executive influence, operating with Finance, Legal, and senior P&L owners without formal authority.
• Enablement product mindset, shipping templates, playbooks, or tools adopted at scale.
• Analytics fluency, building and reading cycle‑time, velocity, and conversion analytics; self‑serve in Salesforce reporting.
• Coaching and reskilling experience, building career ladders.
• Salesforce‑native operating knowledge, design and validation of workflows, approval routings, and reporting.
• Bias to action, self‑starting, removing friction upstream of problems.
• Pricing and commercial sophistication—deep knowledge of pricing governance, discount frameworks, deal economics, and commercial structuring.

Required Qualifications

• 12+ years of progressive experience in deal desk leadership, commercial operations, revenue operations, pricing strategy, or strategic sales operations, with significant transformation or system‑design experience.
• 5+ years leading global teams (40+ people across multiple regions) through an operating‑model change.
• Direct experience with Deal Governance, deal scoring or capacity allocation frameworks, and pricing committee operations.
• Proven track record influencing C‑suite and senior cross‑functional stakeholders without authority.
• Expert command of Salesforce and CPQ environments, including approval workflow design, reporting, and integration patterns.
• Excellent written and verbal communication; able to brief executive audiences on commercial outcomes with clarity and rigor.

Preferred Qualifications

• Experience in data center, cloud infrastructure, telecommunications, or capital‑intensive B2B environments.
• Direct experience operationalizing a deal‑scoring framework (e.g., CAPI‑equivalent) at scale.
• Experience contributing to or designing commercial governance policies, pricing frameworks, or deal desk operating models.
• Bachelor’s degree in Business, Finance, Economics, Engineering, or related field.

Pay Range

United States – Redwood City Office GHQ: 240,000 – 360,000 USD/Annual
United States – Dallas Infomart Office DAI: 200,000 – 300,000 USD/Annual

Benefits

Equinix offers competitive, inclusive, sustainable, connected, and efficient benefits. Core benefits include health, life, disability, and voluntary plans; retirement plan contributions; accrued paid time off and holidays; employee assistance program; and other benefits subject to eligibility and plan terms.

EEO Statement

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy/childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political/organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

Other Information

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This posting is for a backfill position, meaning it is to fill an existing vacancy within our organization.