• Job Description

  Req#: JR-139636
  Senior Director, Global GTM Planning & Compensation

  Equinix is the world’s digital infrastructure company, operating 240+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.

  We are a fast-growing global company with 20 years of continuous growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,100 networks and 3,000+ cloud and IT service providers in 32 countries spanning six continents – and counting!

  A leadership role at Equinix means you will drive and collaborate on work that impacts the world. 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 VP, Transformation, Planning and Insights in Revenue Operations, this role plays a pivotal role in the design, execution, management, and continuous improvement of our incentive programs across all regions and all Go-to-Market (GTM) and Route-to-Market (RTM) motions. This leader will ensure that our compensation strategies are competitive, equitable and aligned with the company’s strategic goals while driving performance.

  You will own the global territory and quota-planning as well as help align the GTM compensation strategy and design to the organizational objectives, partnering with analytics teams to inform recommendations that balance qualitative and quantitative input to drive alignment across key stakeholders in multiple business units, finance and GTM teams.

  Responsibilities

  Strategic Compensation Design and Planning

  • Support annual planning and compensation design (coverage and support models) and quotas based on budget targets, business unit objectives and routes-to-market (RTM)

  • Collaborate with relevant regional customer facing leaders, executives and Rewards to design and evolve GTM compensation plans, ensuring alignment with global strategy and local market nuances

  • Develop and own a roadmap that will enable transformation from current state to future state as coverage model evolves across channels (direct, channel, digital) and specialized roles (Acquisition, Retention, Renewal and specialist overlays)

  • Lead and develop GTM compensation strategies by leveraging deep insights into human behavior, ensuring motivational alignment, fostering genuine relationships, and driving optimal engagement and performance from sales teams

  • Lead the development of models and scenarios to test the potential impact of proposed plans

  • Utilize accessible expertise to craft comprehensive compensation plans that motivate, reward, and drive optimal sales performance (align corporate performance and commission spend)

  • Manage ongoing compensation program activities to meet annual timelines and goals

  • Own Anaplan business roadmap for Revenue Operations to support evolving planning needs

  Global GTM Compensation Leadership

  • Serve as a trusted consultant and influencer, engaging with stakeholders across the organization to drive global GTM compensation design and ensure its alignment with business objectives and financial goals

  • Lead the calibration of key GTM compensation plan parameters through advanced analytics, ensuring accurate forecasting and financial modeling in collaboration with finance partners

  • Establish a reputation as the subject matter expert for sales compensation and help to collaborate with regional colleagues to better deliver on the vision of the compensation plan

  Performance Analysis and Optimization

  • Conduct thorough analyses of existing and potential GTM compensation models, collaborating with senior leaders to refine performance metrics, expectations, and rewards, including MBOs and SPIFFs

  • Drive data-driven decisions by providing insightful recommendations that enhance sales performance and align with strategic objectives

  • Help with recommendations on the best tools to utilize for commission and help to drive automation into planning

  • Drive the preparation of reporting, effectiveness analysis, and financial summaries of sales compensation and associated sales performance

  Reporting and Communication

  • Lead the preparation of comprehensive reports, effectiveness analyses, and financial summaries of sales incentive programs, translating complex data into clear, concise, and impactful executive-level communications

  • Collaborate with leadership to effectively communicate recommendations, fostering a deeper understanding of compensation strategies among stakeholders and executives

  • Help to develop clear and concise executive level communications in partnership with leadership to communicate recommendations to stakeholders and executives in a clear, concise, and impactful way

  Collaboration and Innovation

  • Engage with internal stakeholders to solve complex business problems, leveraging expertise from various functional areas to develop innovative and impactful solutions

  • Establish yourself as the go-to subject matter expert for GTM & RTM compensation, driving collaboration with regional colleagues to ensure consistent compensation practices across the organization

  Training and Readiness

  • Partner with GTM planning teams to create and deliver comprehensive compensation communication and training materials for stakeholders, promoting a deeper understanding of compensation plans

  Driving Compensation Innovation

  • Spearhead the development of innovative compensation projects, such as new incentive plans, that foster business growth and facilitate collaboration between business units and emerging RTMs

  • Drive innovation of compensation projects, such as new incentive plans, that drive business results and support the collaboration between business units and new RTM

  Transformational Leadership

  • Lead, coach and develop the global compensation planning team and the Revenue Operations Anaplan center of excellence (COE)

  • Drive the people development strategy including location-based initiatives

  • Challenge existing managed processes based on industry best practice and trends to ensure Equinix is maintaining a best-in-class approach

  • Model the Equinix culture, transformational leadership behaviors and Magic of Equinix values

  Knowledge and Experience

  • Substantial experience in GTM compensation design, with prior experience in a global or multi-regional capacity within the digital/SaaS/technology sector

  • Substantial experience in GTM compensation modeling and planning in high-tech (software preferred), public company

  • Extensive leadership experience in a GTM compensation/modeling, business operations, finance or other relevant industry experience

  • Exceptional collaboration and partnership skills with the ability to work in a global environment and drive alignment with cross-functional teams and senior business leaders

  • Experience packaging financial and operational data in an executive manner focused on driving business decisions, Prior experience in collaborating with finance partners to ensure accurate financial forecasting

  • Familiarity with change management approaches, tools, and engagement models.

  • Strong commercial acumen, able to forecast business trends and translate into sales compensation programs that shape organizational behavior

  • Experience in optimizing commissions operational efficiencies for scale and growth

  • Ability to break down complex problems and make easily-digestible recommendations through written communications and presentations

  • Ability to partner with senior leadership and manage multiple stakeholders within multiple GTM teams

  • Comfort with a fast-paced, dynamic environment combined with the ability to meet multiple deadlines

  • Proficiency in advanced planning and compensation management software/tools (Xactly, Anaplan preferred)

  Skills and Attributes

  • Strategic mindset and ability to translate GTM strategy into reward initiatives

  • Exhibits overall strong business acumen with understanding of economic tradeoffs of decisions.

  • Experience leading transformational change and be able to effectively communicate the vision and philosophy of sales compensation

  • Able to lead a team and work collaboratively with cross-functional teams to drive change and achieve business objectives

  • Excellent communication, negotiation, conceptual and analytical problem-solving skills.

  • Ability to independently lead and manage compensation projects with multiple workstreams, with proven leadership success over a wide variety of functional business problems

  • Ability to structure and manage complex cross-enterprise projects and processes with multiple stakeholders at both senior and junior levels

  • Superior analytical and problem-solving skills, with demonstrated intellectual and analytical rigor, attention to detail and ability to structure and analyze sophisticated financial modeling

  • Proactive, strategic thinker supported by strong analytical and project management skills

  • High ownership of work materials and high detail orientation to ensure complete accuracy and quality of output

  • Excellent interpersonal and people management skills (including leading with influence)

  • Ability to flourish in an extremely fast paced, high growth environment

  • Creative, high energy, self-starter comfortable running programs independently

  • Adept at balancing short term and long-term objectives

  • Effective decision making with limited information or direction; comfortable with risk and uncertainty; self-directed and proactive

  • Demonstrates our critical competences of transformation leadership

  Qualifications

  • Bachelor's degree in Business, Finance, Economics, or a related field; advanced degree preferred

  • Proven track record of 10+ years in designing and implementing sales compensation plans, preferably in a leadership capacity

  • Exceptional analytical skills and ability to interpret complex data to inform strategic decision-making

  • Strong project management skills with the ability to manage multiple initiatives concurrently

  • Excellent communication and presentation skills, with experience translating technical concepts into actionable insights for diverse audiences

  • Collaborative mindset with the ability to engage and influence stakeholders at all levels of the organization

  • Prior experience in collaborating with finance partners to ensure accurate financial forecasting

  • Proficiency in data analysis tools and compensation management software

  Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form .

  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.

  The targeted pay range for this position in the following location is / locations are: • San Francisco, CA / Bay Area: $201,000 to $341,000 • California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $197,000 to $335,000 • Colorado, Nevada, Rhode Island: $182,000 to $310,000 Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training. This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process. The targeted pay range listed reflects the base pay only and does not include bonus, equity, or benefits. Employees are eligible for bonus, and equity may be offered depending on the position. As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link: USA Benefits eBook

  Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form .

• About the company

  Equinix, Inc. is an American multinational company headquartered in Redwood City, California, that specializes in Internet connection and data centers.

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