### Who you are
- 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
- Solid 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
- 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 ### What the job involves
- The Manager, Deal Strategy & Enablement – Strategics is part of the global DSE Strategics team, aligned to a defined set of AMER-HQ-ed accounts. The portfolio consists of 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 requires rigorous application of established commercial frameworks and the judgment to develop fit-for-purpose solutions where those frameworks are insufficient. It is suited to a commercially experienced professional who operates effectively amid complexity, ambiguity, and high stakeholder expectations
- The role has no direct reports. Influence is earned through expertise, judgment,



and the ability to engage credibly with senior Sales leaders, Finance, Legal, and executive stakeholders
- In the near term, success means establishing credibility with AMER Strategics Sales leadership and delivering consistent, high-quality deal support across the portfolio. Over time, the role is expected to contribute to evolving commercial practices in the Strategics segment and translating deal-level problem-solving into scalable frameworks for the broader organization
- Serve as the primary commercial advisor to the AMER Strategics Sales team on new and renewal deals within the assigned portfolio
- Lead end-to-end deal structuring, from opportunity qualification through approval and booking, with a focus on deal velocity and commercial integrity
- Navigate deals outside standard pricing and contractual frameworks, developing structured recommendations and scenarios for senior decision-makers
- Prepare deal materials — commercial summaries, term sheets, and scenario analyses — to 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




- 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
- 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
- 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 onboarding and educating Sales on deal processes and best practices, acting as a resource for the broader AMER commercial community
- 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

📌 Senior Commercial Solutions Manager (Toronto)
🏢 Equinix
📍 Toronto