Sales Strategy and Operations Senior Manager
WFA Digital Insight
As the demand for digital infrastructure skyrockets, companies like Equinix are poised for explosive growth. With a 25% increase in cloud computing adoption in the past year, the need for skilled sales operations professionals has never been more pressing. This Senior Sales Strategy and Operations Manager role is a rare opportunity to shape the future of a global leader. To succeed, candidates will need to bring advanced financial modeling skills, preferably in Excel, and a deep understanding of quota planning and territory design. Before applying, consider what sets you apart in a competitive field and be prepared to showcase your strategic vision.
Job Description
About the Role
The Sales Strategy and Operations Senior Manager is a pivotal role at Equinix, tasked with translating corporate revenue goals into actionable territory and seller-level targets. This involves designing and maintaining capacity models, aligning targets with financial plans, and driving automation and system enhancements. The successful candidate will be a strategic thinker, able to balance the needs of various stakeholders and drive scalable growth across global strategic accounts and other routes to market.As a key member of the sales operations team, this role will require close collaboration with cross-functional teams, including finance, compensation, and HR. The ability to influence senior stakeholders and communicate complex planning strategies and outcomes to executive decision-makers is essential.
Equinix is a dynamic, fast-paced environment where innovation and impact are valued. The company is committed to empowering its employees to do their best work, fostering a culture of belonging and purpose. This role offers the chance to be at the forefront of shaping the company's future and amplifying customer value through innovation and impact.
What You Will Do
- Lead annual and mid-year global quota planning cycles for the strategic segment, including hyperscalers
- Translate corporate revenue targets into account-, territory-, and seller-level quotas
- Design and maintain capacity models, including ramp curves, productivity, churn, presales, and coverage ratios
- Align targets to Long-Range Plan (LRP) and Annual Operating Plan in partnership with Finance
- Conduct scenario planning and sensitivity analysis to support executive decision-making
- Own quota deployment timelines and accuracy, establishing governance for quota adjustments and mid-year changes
- Ensure integrity across CRM, planning, and compensation systems
- Drive automation and system enhancements, such as planning tools and CRM integrations
- Serve as a trusted advisor to cross-functional support teams, presenting planning strategies and outcomes to senior executives
- Identify and implement opportunities to simplify, standardize, and scale global sales processes for regional consistency
- Partner with HR/Comp to align incentive design with quota structure
- Lead cross-functional initiatives to improve sales productivity and scalability
What We Are Looking For
- 8+ years of experience in Sales Operations, Revenue Operations, or Strategic Finance
- 3+ years leading global planning cycles or complex cross-functional initiatives
- Deep expertise in quota planning, territory design, and capacity modeling
- Advanced financial modeling skills, with proficiency in Excel required and Anaplan or other planning tools strongly preferred
- Experience supporting global, multi-segment sales organizations
- Strong executive presence and ability to influence senior stakeholders
- Analytical mindset with the ability to translate data into clear business recommendations
- Proven ability to build scalable processes and governance frameworks
- Bachelor's degree required
Nice to Have
- Experience with sales productivity and scalability initiatives
- Knowledge of CRM systems and planning tools
- Certification in sales operations or a related field
- Experience in a similar role within the digital infrastructure industry
Benefits and Perks
- Competitive salary, with a targeted range based on role, level, and location
- Opportunities for professional growth and development in a dynamic, fast-paced environment
- Comprehensive benefits package, including health, dental, and vision insurance
- Remote work stipend and flexible working arrangements
- Access to cutting-edge technologies and tools
- Collaboration with a talented team of professionals who value innovation and impact
How to Stand Out
- Ensure your resume highlights advanced financial modeling skills, particularly in Excel, and experience with quota planning and territory design.
- Prepare to discuss specific examples of how you've driven scalable growth and improved sales productivity in previous roles.
- Familiarize yourself with Equinix's products and services to demonstrate your understanding of the company's mission and values.
- Develop a portfolio that showcases your strategic vision and ability to communicate complex planning strategies to executive decision-makers.
- Be prepared to negotiate your salary based on your experience and the company's targeted pay range for the role.
- Pay attention to the company culture and values during the interview process to ensure it aligns with your own professional goals and expectations.
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