Vice President of Sales; AMER AI Ecosystem & Digital Native

Position: Vice President of Sales (AMER AI Ecosystem & Digital Native)

• Reporting to the SVP, Sales AMER, the VP, Sales AMER AI Ecosystem & Digital Native is accountable for driving revenue growth, customer impact, and overall business performance across the region
• The role leads a team of Sales Directors, Interconnection Specialists, and Sales Representatives, with responsibility for defining and executing the vertical sales strategy, delivering results, and building a sustainable multi-year growth roadmap
• As part of the CRO Go-to-Market (GTM) FY27 strategy, the VP, Sales AMER Hi Tech partners closely with the VP, Sales Interconnection
• This leader will collaborate across regional and global functions to deliver innovative customer solutions, maximize business value, and accelerate growth within the AI & Digital Native vertical, including a focus on digital interconnection and infrastructure
• In addition, the role serves as a key member of the AMER Sales Leadership Team, contributing to the broader strategic direction and success of the organization
• Sales Leadership
• Lead a high-performing, sales team focused on AI & digital native accounts across AMER
• Develop and execute a comprehensive sales strategy to achieve revenue and growth targets with particular focus on the vertical and digital solutions
• Align sales efforts with broader Equinix organizational goals and sales strategies, including interconnection
• Design repeatable sales motions and plays, establish clear KPIs and operating rhythms (e.g., pipeline, bookings, adoption, attach, use-case penetration) aligned to the technology vertical strategy and design principles of the overall GTM strategy
• Customer and Opportunity Management
• Serve as the sales lead for all AMER Hi Tech opportunities, partnering with vertical, country, regional and global sales teams to build appropriate pipeline and secure and close deals
• Build and maintain strategic relationships with key customers and partners to drive long-term engagement and adoption of Equinix products and solutions
• Exceptional executive/customer-facing skills, with a track record of building trusted relationships with senior decision-makers
• Collaboration and Stakeholder Management
• Partner closely with other Sales teams, Product, Marketing, Operations, and other CRO teams to drive alignment and ensure seamless go-to-market execution
• Work with executive leadership to provide insights on market trends, customer needs, and portfolio evolution
• Analytical rigor with comfort in dashboards and ability to translate insights into desired outcomes
• Executive presence with C-suite partners and internal leadership teams; exceptional stakeholder management and negotiation
• Performance and Growth
• Set and manage performance metrics, tracking the success of sales initiatives
• Identify and implement continuous improvements in sales processes and strategies to enhance effectiveness
• Build and lead a high-performing global team to attract, develop, and retain top talent, set a culture of clarity, speed, and accountability
• Success Measures:
• Achievement of sales bookings and targets including growth, interconnection
• Increased penetration of Equinix within customer opportunities
• Strengthened collaboration and partnership across vertical, country, regional and global sales and functional leaders and teams
• High employee engagement and retention of a high performing sales organization

Strategic + operational:
Can define vision and drive execution with rigor

Strong strategic thinking and ability to develop and execute impactful sales strategies including strong aptitude in data modelling/business case creation

Demonstrated success in managing GTM/sales teams and closing complex opportunities

Strong communication and storytelling, adept at customer communications, enablement, and large-scale events

Proven experience in a senior sales/industry leadership role, ideally within a technology, or data centre environment

General Manager mindset:
Balances growth, product, and customer outcomes—not just sales execution

Business Savvy :
Deep understanding to balance customer needs with business objectives; while still customer obsessed translating customer needs into solutions

Decisiveness:
Makes timely and well-informed decisions in fast-paced, complex environments

Agility :
Demonstrates the ability to adapt quickly to changing circumstances and market conditions

Inclusiveness:
Promotes an environment of respect, engagement, and equal opportunity within the team

Collaboration:

Effectively works across boundaries to align resources and drive shared success