Who are we?
Equinix is the world's digital infrastructure company®, operating over 250 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 career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. 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.
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Director, Partner Account Management
Who are we?
Equinix is the world's digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.
We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.
A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. 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.
What you will be doing
Directs a regional team of Managers in the recruitment, onboarding, and management of partner relationships (reseller, referral, agent, and strategic partners), focusing on leveraging Account Plans to drive enterprise market adoption of integrated Equinix/Partner solutions to achieve channel/company new bookings and enterprise new logo growth objectives.
Responsibilities
Partner Recruitment
- Directs all activities in support of the collaboration with cross-functional teams, such as Sales Leadership, Business Development, and the Global Accounts Organization, in the identification of strategic alliance partners and definition of initial related joint value proposition
Integrated Solutions/ Joint Value Proposition
- Directs the engagement of partners and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging
- Directs the development and alignment for joint value proposition and bundled offer
Go-to-market
- Directs GTM preparation and execution, including: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training
- Establishes Sales ROE and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits
- Engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy
- Directs GTM execution, including: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs
Partner Relationship Management
- Directs the Identification and establishment of contact with initial sponsor within prospective partners
- Directs the management of the long-term relationships with partner
- Directs the team to ensure the designation and alignment of Executive sponsors
Partner Development
- Directs all aspects of partner development including creating awareness of value of Equinix platform, definition of joint value propositions, and resulting reseller activation
Business/Pipeline Reviews
- Directs all aspects of Business/ Pipeline review with specific focus on, Global Joint Business Planning, Deal tagging / tracking process, and Joint funnel oversight
Cross-Functional Collaboration
- Directs work efforts to work closely with Equinix Field Sales, Corporate Sales, Sales Engineers Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and Data Center staff
- Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment
- Educates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote and order solution
- Facilitates cross-functional review of partnership performance, including sales, operations, and marketing as established in Partner Business Plan
- Leverages executive sponsors appropriately Communications
- Acts as a "Face of Partner Account Management" both internally and potentially externally with key presence at Trade Shows, Newsletters and Publications, and related Channel Program Press Releases
What you should have
- 10+ years of proven success in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferred
- Bachelor's Degree required
- Conversational english and portuguese required.
- Availability to live in México City
"Equinix is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard 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."
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.