Who are we?
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 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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Job Summary
Recruits, onboards, and manages key partner relationships at a Regional level (reseller, referral, and agent), 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
- Supervises 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 Go-to-market
- Supervises 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
- Supervises GTM execution, including: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs Partner Relationship Management
- Supervises the Identification and establishment of contact with initial sponsor within prospective partners
- Supervises the management of the long-term relationships with partner • Supervises the team to ensure the designation and alignment of Executive sponsors Partner Development
- Supervises all aspects of partner development including creating awareness of value of Equinix platform and resulting reseller activation Business/Pipeline Reviews
- Supervises 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
- Supervises work efforts to work closely with Equinix Field Sales, Corporate Sales, Sales Engineers Marketing, Customer Fulfilment 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 and Marketing events
Qualifications
- 5+ 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
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.