Commercial Solutions Senior Manager

Who are we?Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
Job SummaryEquinix is in the midst of a commercial transformation designed to accelerate scale and growth. As part of this, we’re redefining how deals are structured, priced, evaluated and executed through a standardized, globally aligned model, bridging strategic focus and operational efficiency through Opportunity‑to‑Cash lifecycle.
The Manager, Deal Strategy & Enablement – Strategics is a part of global DSE Strategics team, aligned to a defined set of AMER‑HQ‑ed accounts. Your portfolio is 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 demands both rigorous application of established commercial frameworks and the judgment to develop fit‑for‑purpose solutions where those frameworks are insufficient. Therefore, this position is suited to a commercially experienced professional who operates effectively in environments characterized by complexity, ambiguity, and high stakeholder expectations. Candidates should demonstrate a track record of exercising independent judgment on consequential commercial matters, an ability to construct and communicate structured recommendations without reliance on established precedent, and the professional presence to engage with confidence alongside senior leaders across Sales, Finance, Operations, Product and Legal.
This role has no direct reports. Your influence is earned through expertise, judgment, and the ability to hold your ground credibly with senior Sales leaders, Finance, Legal, and executive stakeholders.
Performance expectationsIn the near term, success in this role is defined by the ability to establish credibility with AMER Strategics Sales leadership and deliver consistent, high‑quality deal support across the portfolio. The successful candidate will be recognized as a reliable commercial resource on the most complex and time‑sensitive opportunities, demonstrating sound judgment, thorough preparation, and the capacity to drive deal momentum through ambiguity. Over a longer horizon, the expectation is that the incumbent will have materially contributed to the evolution of commercial practices within the Strategics segment, translating deal‑level problem‑solving into scalable frameworks that benefit the broader organization.
ResponsibilitiesDeal orchestration & advisory
Serve as the primary commercial advisor to AMER Strategics Sales team on new and renewal deals within the assigned portfolio
Lead end‑to‑end deal structuring — from opportunity qualification through to approval and booking — with a focus on deal velocity and commercial integrity
Navigate deals that fall outside standard pricing and contractual frameworks, developing structured recommendations and scenarios for senior decision‑makers
Prepare deal materials — commercial summaries, term sheets, scenario analyses — that 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
Commercial governance & approvals
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
Pricing insights & deal economics
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
Enablement & process innovation
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 the onboarding and educating Sales on deal processes and best practices, acting as a resource for the broader AMER commercial community
Cross‑functional partnership
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
QualificationsRequired
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
Preferred
Experience with hyperscalers, large technology accounts, or similarly complex enterprise customers
Background in data center, cloud, telecom, or capital-intensive industries
Exposure to pricing strategy, deal scoring frameworks, or commercial governance design
The targeted pay range for this position in the following location is / locations are:United States - Dallas Infomart Office DAI : 138,000 - 208,000 USD / Annual
Canada - Toronto Office TRO : 133,000 - 183,000 CAD / Annual
Our pay ranges reflect the minimum and maximum target for new hire pay for the full‑time position determined by role, level, and location.
The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs.
Individual pay is based on additional factors including job‑related skills, experience, and relevant education and/or training.
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.
Equinix BenefitsAs an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.
Employee Assistance ProgramAn Employee Assistance program is available to all employees.
US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members.
- Retirement: You and Equinix may contribute to a retirement plan to help you plan to financial future.
- Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply for some benefits. Benefits are subject to change and may be subject to specific plan or program terms. Canada Core Benefits: - Insurance: You may enroll (i.E. ) only (etc)
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.
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This posting is for a backfill position, meaning it is to fill an existing vacancy within our organization.
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