Director, Partner Account Management

Who are we? Equinix is the world s digital infrastructure company , shortening the path to connectivity to enable the innovations that enrich our work, life and planet. A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You ll work across teams, influence key decisions, and help shape the path forward. You ll find belonging, purpose, and a team that welcomes you-because when you feel valued, you re empowered to do your best work. Job Summary Recruits, develops, and manages partner's relationships to achieve company bookings goals through new and existing channel partners. Works closely with Equinix Field Sales, Corporate Sales, Solution Architects and Sales Engineers to facilitate their support of partner s end user customer needs to ensure partner and customer satisfaction. Works closely with cross-functional team members to drive the solution integration of partner services or creation of complimentary joint offerings. Works closely with Channel Marketing to develop go to market plans to promote joint solution awareness among partner s end user customer base. Oversees channel partner relationships for assigned accounts or manages select Strategic Alliance. Drives overall deal registration, funnel creation and pipeline development. Builds awareness at the Partner Companies and inside Equinix Sales organization of the overall benefits of the partnership and related joint value proposition ( JVP ). Evangelizes Platform Equinix in conjunction with go-to-market plan execution. Conducts business reviews to track and measure joint progress; ensures proper opportunity registration; facilitates local meetings with Equinix and partner. 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 Qualifications • 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 The targeted pay range for this position in the followin...