Senior Director, Business Development - APAC

Description

• Partner on global development and execution of strategic plans to deepen relationships with key partners, driving business development programs across EMEA, APAC, and the Americas
• Analyze market dynamics and customer trends to strategically select and secure key customer deployments that align with Equinix's product offerings, ensuring successful deployments and revenue growth
• Work with Corporate Development to support strategic initiatives, including the development of business cases, providing critical insights and recommendations for new market opportunities
• Work closely with sales teams to align on customer acquisition strategies, ensuring a cohesive approach to securing new business opportunities
• Partner to build and execute cross-functional investment plans for initiatives within one or more ecosystems, ensuring alignment with overall business objectives
• Drive overall strategy for ecosystem development and onboarding within across the region
• Collaborate with global field teams to capture and distil successful deal-winning knowledge, integrating insights into our global field engagement strategy to enhance ecosystem development and facilitate knowledge dissemination across the organization
• Act as a decision-maker in the design and construction stage by recommending third-party data centers for tethering and overseeing those tethers are deployed, and by advising on other aspects of the design and construction process that are critical for interconnection
• Conduct early-stage identification of target customers and market sizing to prioritize engagement efforts
• Develop and nurture long-term relationships with key customers and partners, focusing on ecosystem development and growth rather than just short-term targets
• Participate in industry events, keynotes, webinars, presentations, panels, and journalist engagements, while publishing articles and developing use cases to position Equinix as a leader in vision, strategy and expertise
• Identify opportunities for partner integration to advance our ecosystem objectives
• Identify and help create new route-to-market models to capitalize on emerging business opportunities, including the development of contract frameworks
• Provide actionable insights and industry knowledge to shape sales strategies and enhance customer engagement efforts
• When appropriate, influence customer decision makers directly, working as a Subject Matter Expert (SME) for a particular industry & ecosystem
• Develop and share insights on market trends and customer needs with internal and external stakeholders, ensuring alignment with the company's strategic objectives
• Partner with Sales, for larger accounts, or engage directly, for smaller key accounts, on business development initiatives with C-suite
• Engage with and cultivate interconnected customer ecosystems that enhance interconnection and drive value for Equinix, while assessing their performance and making data-driven adjustments to optimize effectiveness
• Perform comprehensive economic analyses of market opportunities and articulate the value proposition of Equinix's offerings to customers
• Build strategy to prioritize groups of accounts across ecosystem area and partner on engagements with key foundation players
• Establish and disseminate best practices for cultivating customer ecosystems and securing key deployments (magnets), ensuring that all BD teams leverage successful strategies
• Establish regular review meetings and reporting structures to assess the effectiveness of cross-functional collaborations, ensuring that all stakeholders are aligned on objectives and progress
• Identify and build diverse program models across ecosystems to create necessary scale for the business and establish value exchange frameworks with potential magnets
• Interface to regional sales leadership and country leadership to develop integrated plans by select country by select ecosystem
• Create and implement a globally consistent operational framework within business development teams to ensure the highest and best use of operational resources and regional program approaches
• Co-create clear guidelines outlining the roles and responsibilities of BD and cross-functional partners to enhance accountability and streamline decision-making processes
• Work with sales and channel teams to develop and execute go-to-market strategies that monetize ecosystem opportunities, while aligning marketing efforts with industry needs to generate interest and engagement
• Link ecosystem development plans to specific engagements across countries, ensuring alignment with relevant country sales teams and global ecosystem initiatives
• Build and maintain relationships with industry analysts and influencers (e.g., fintech analysts, technology thought leaders, and social media influencers in the financial services sector) through one-on-one meetings and participation in key events to strengthen the company's reputation in the market
• Serve as a liaison between customers and internal teams, including commercial finance, product, and marketing, to ensure alignment on needs, expectations, and support for BD initiatives
• Advise Sales teams to design creative deal structures, promotional strategies, and pricing models for complex magnet deal solutions that meet customer requirements and drive revenue growth

Requirements

• Bachelor's Degree or equivalent in relevant field preferred
• Thoughtful, strategic, and skilled at planning initiatives, designating priorities, and being decisive when faced with ambiguity
• Substantial experience in Enterprise technology. Particularly suitable industry experience would include Telecommunications, Cloud, or SaaS experience. Experience working in Professional Services or top-tier Management Consulting would be highly complementary
• Ability to provide thought leadership, think strategically, and to effectively communicate vision and influence with a high degree of EQ
• Preferably experienced in leading a high-performing technical sales / pre-sales team building business across varied industries (network providers, cloud & IT services, content providers, financial services, AI & Quantum players, etc)
• Strong experience managing and influencing stakeholders across different functional groups
• Demonstrated ability to think strategically and contribute to the creation of a strategic business development plan; track record of communicating the narrative and achieving buy-in from senior leaders
• Adept at balancing short-term priorities with strategic long-term goals
• Exceptional ability to collaborate with disparate teams and leverage indirect influence and management to impact decision making
• High degree of competency in bringing structure and rigour to complex business challenges
• Proven and entrepreneurial leadership experience in a multinational business environment
• Solid knowledge and network within our industry or a related one, able to understand macro trends

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance