SVP, xScale Customer & Revenue

Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.

A leadership role at Equinix means you will drive and collaborate on work that impacts the world. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.

Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.

A leadership role at Equinix means you will drive and collaborate on work that impacts the world. We embrace diversity in thought and contribution and are committed to providing an equitable work environment. that is foundational to our core values as a company and is vital to our success. 

Role Description

Reporting to Equinix's Chief Revenue Officer, the SVP, xScale Customer and Revenue will be responsible for developing and executing the customer revenue strategy for our xScale business. This executive orchestrates our go-to-market teams across CRO to achieve the revenue strategy for the xScale business. Equinix's xScale business segment focuses on serving the unique core workload deployment needs of hyperscale companies, offering wholesale space and access to a rich ecosystem of network connections to move data around the globe. 

The leader must possess a deep understanding of the data center industry and a proven track record of driving revenue growth with key hyperscalers.

Key Responsibilities

• Develop and implement a comprehensive multi-year revenue strategy to achieve aggressive growth targets for xScale, including identifying new market opportunities and customer segments within the hyperscaler and service provider ecosystem.
• Identify, develop, and manage xScale relationships that enhance service offerings and drive revenue growth.
• Ensure consistently accurate forecasted business, deliver the global quarterly and annual revenue objectives
• Collaborate with engineering and product teams to ensure offerings meet market demands and customer expectations, and ensure technical solutions align with customer needs and drive successful outcomes.
• Lead and manage -strategic negotiations process to  secure large, complex, and multi-year partnerships.
• Collaborate with cross-functional teams to orchestrate successful implementation, and gather necessary information and insights for successful bids.

Extended responsibilities and accountabilities in partnership with other Equinix leaders:

• Provide strategic direction and guidance to the sales team to ensure alignment with revenue goals and customer needs in xScale and large complex deals.
• Collaborate with customer success management to ensure high levels of customer satisfaction and retention.
• Work closely with product marketing to ensure alignment of messaging and positioning with market needs and customer expectations.
• Serve as the voice of the xScale customers across the Equinix revenue engine, addressing customer feedback and service delivery improvement areas, providing insights from customer interactions to inform product development and marketing strategies.
• Refine pursuit model to reflect executive alignment needed for multi-year leases
• Represent leasing and revenue pipeline to JV Investors

Skills, Experience, & Qualifications:

• Extensive leadership experience in sales, business development, or customer success in the technology sector, with a focus on B2B environment, with deep understanding of the hyperscale data center market, cloud providers, and enterprise infrastructure ecosystems.
• Experience in partnering with hyperscalers and developing multi-year, large-scale commercial relationships.
• Revenue Growth Strategy: Proven track record of developing and executing comprehensive revenue strategies to achieve aggressive growth targets.  Previous experience managing multi-billion dollar revenue lines
• Sales Leadership: Experience leading global sales teams and strategic deal directors, with a focus on complex, high-value contracts and multi-year partnerships.
• Strategic Partnerships: Expertise in identifying, structuring, and managing joint ventures, alliances, and partnerships that drive revenue.
• Customer Engagement: Strong background in collaborating with customer success, product marketing, and engineering teams to deliver tailored solutions and ensure customer satisfaction.
• Bid Management and Sales Operations: Proven ability to lead end-to-end bid processes, ensuring timely delivery of competitive proposals while aligning with organizational objectives.
• Demonstrated ability to influence at the executive level, with experience working closely with C-suite leaders and external partners.
• Strong leadership skills in building, managing, and motivating high-performing teams in matrixed environments.
• Proven success in leading cross-functional initiatives, integrating multiple business units, and aligning diverse teams toward shared goals.
• Experience managing global sales and partnerships, with deep knowledge of regional business practices in North America, EMEA, and APAC.
• Understanding of local market dynamics and regulations in key hyperscale regions to support business expansion.
• Bachelor’s degree in Business, Engineering, or a related field (MBA or equivalent advanced degree) preferred.

Equinix is committed to inclusivity and diversity, welcoming candidates of all backgrounds to apply and join us in driving our mission forward.

The United States targeted pay range for this position in the following location is / locations are:
• San Francisco, CA / Bay Area: $307,000 to $461,000 per year
• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $307,000 to $461,000 per year
• Colorado, Nevada, Rhode Island: $292,000 to $438,000 per year
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.
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.
As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link:
USA Benefits eBook

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.