Commercial Solutions Senior Manager

About this role

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.

A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you-because when you feel valued, you're empowered to do your best work.

Job Summary

Equinix 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 expectations

In 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.

Responsibilities

Deal 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

Qualifications

Required

• 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…