Senior Commercial Solutions Manager, Equinix

• 5–7 years in deal desk, commercial negotiations and pricing
• Experience structuring complex, high-value deals with significant commercial risk
• Comfortable operating in ambiguity — without a fully defined playbook
• Strong analytical and commercial judgment; ability to build and communicate deal scenarios clearly
• Affinity with technology sector and ability to grasp complex concepts quickly
• Proven ability to work effectively with and influence senior stakeholders (Sales, Finance, Legal)
• Salesforce/CRM proficiency; familiarity with deal approval workflows
• Bachelor's degree or equivalent experience

Desirable

• The Manager, Deal Strategy & Enablement – Strategics is part of the global DSE Strategics team, aligned to a defined set of AMER-HQ-ed accounts. The portfolio consists of Equinix's most significant accounts: deals of meaningful size, global contractual and execution complexity, and significant negotiation leverage on both sides of the table
• The role requires rigorous application of established commercial frameworks and the judgment to develop fit-for-purpose solutions where those frameworks are insufficient. It is suited to a commercially experienced professional who operates effectively amid complexity, ambiguity, and high stakeholder expectations
• The role has no direct reports. Influence is earned through expertise, judgment, and the ability to engage credibly with senior Sales leaders, Finance, Legal, and executive stakeholders
• In the near term, success means establishing credibility with AMER Strategics Sales leadership and delivering consistent, high-quality deal support across the portfolio. Over time, the role is expected to contribute to evolving commercial practices in the Strategics segment and translating deal-level problem-solving into scalable frameworks for the broader organization
• Serve as the primary commercial advisor to the AMER Strategics Sales team on new and renewal deals within the assigned portfolio
• Lead end-to-end deal structuring, from opportunity qualification through approval and booking, with a focus on deal velocity and commercial integrity
• Navigate deals outside standard pricing and contractual frameworks, developing structured recommendations and scenarios for senior decision-makers
• Prepare deal materials — commercial summaries, term sheets, and scenario analyses — to enable clear, efficient decision-making through Sales leadership and deal review committees
• Provide ad hoc commercial support in post-sale execution, resolution of financial disputes, or navigating non-standard customer requests
• Guide deals through the approval hierarchy, ensuring alignment with global governance standards and commercial policies
• Operate as a trusted advisor and facilitator, helping Sales navigate complexity without friction
• Identify patterns in deal exceptions and governance gaps, and surface structured recommendations to improve policy and process
• Conduct in-depth analysis of deal economics, competitive dynamics, and win/loss trends within the Strategics segment
• Bring a data-driven perspective to deal reviews and pricing discussions, contributing regional and segment-level insight to global Pricing Committee inputs
• Develop deep fluency in capacity prioritization frameworks (CAPI) and pricing tools, and challenge assumptions constructively when the data warrants it
• Support adoption of standardized deal tools and workflows, and contribute to continuous process improvement initiatives
• Proactively identify where standard processes break down for Strategics customers and design pragmatic workarounds, with a view to industrializing what works
• Contribute to onboarding and educating Sales on deal processes and best practices, acting as a resource for the broader AMER commercial community
• Operate as a credible, well-prepared commercial partner to senior Sales leaders, Finance, Legal, and GTM Operations
• Engage with non-standard terms and conditions in close collaboration with Legal and deal stakeholders
• Represent the Strategics segment perspective in internal forums, ensuring deal complexity is understood and reflected in commercial policy evolution