Equinix
Director of Technical Sales, Asia-Pacific Platform Alliances and Channel
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.
Job Summary
The Director of Technical Sales, for Asia-Pacific Platform Alliances and Channel is responsible for leading the team of solutions architects and sales engineers focused on our largest Platform Alliances customer-partners and Channel strategy in the Asia-Pacific region. It is a highly visible role in the company and is the technical face of our partner ecosystem development and go-to-market activities.
Responsibilities
Drive Technical Sales Strategy and Execution
Partner with the Platform Alliance, Channel selling and Go To Market (GTM) teams in the Asia-Pacific region to achieve and exceed global bookings and revenue targets, prioritizing immediate customer business outcomes as well as long term expansion and partner growth strategies
Define the power of the possible with our prioritized Channel partners in the Asia-Pacific region. Working with our partners and product teams, unlock and advance joint value and innovation, and through multiple routes to market
Support partner GTM activities and evangelism, including speaking engagements, blogs, webinars, trainings, analyst briefings, roadshows, and customer event opportunities
Be at the center of Technical Partner Innovation & Solution
Advance technical requirements and solutioning for joint innovation and market offers, partnering with various product and development teams at both Equinix and at within our partner’s organization, ideating, innovating, testing, and validating solutions for prioritized pursuits
Gather feedback for new and emerging capabilities to determine potential business planning, route to monetization, and proofs of concepts validation work
Drive advanced training/learning requirements for partner community audiences and deliver in-person enablement as well as partner with Equinix enablement teams to develop digital training assets and evolving partner training strategy
Lead and develop a high performing APAC team
Establish a team of trusted technical and partner-savvy advisors that support Client Executives and Partner Account Managers, and their ability to influence decision making with senior and C-Level executives
Ensure a team of technical SMEs in the strategic platform customer and partner domains, including solution architects and sales engineers that earn those partner certifications to better understand their business, speak their language, and advance their ecosystem opportunities on Platform Equinix
Coach and mentor the team to high performance, customer-partner outcomes, growth and development, and a winning-together mindsetEnsure support for field technical sales in sell-with motions, when they require partner engagement or partner-specific expertise, while leveraging these opportunities to scale field technical engineering resources, both inside Equinix and for partner-led customer opportunities
Qualifications
15+ years demonstrated track record in technical sales or solutions engineering organizations, with a history of leading partner-specific, technical teams
Senior technical background in the data center industry, including infrastructure experience with networking, hybrid cloud architectures, and AI-ML solutions
Deep tenure and experience with customers and partners in the service provider and channel segments
Familiarity with Platform Equinix global data center footprint and interconnection portfolio.
Experience leading teams supporting top tier customers and partners segmentation with high degree of executive visibility
Strong understanding of how to leverage partner ecosystems to build and validate solutions for GTM scale
Experience with recurring revenue, sales complexity, solution selling, and enabling platforms for B2B target audiences
Experience leading teams to sell to different personas and lines of business across strategic account with global footprint
Strong team leadership and communication skills, including Equinix storytelling, motivating customers, partners and internal teams
Highly adept at strategic customer, service provider, and partner engagement skills
Skilled at stakeholder engagement and collaboration across sales, marketing, product, success, and partner GTM teams
Fosters a culture of continuous technical learning and brings an innovation-oriented mindset to solutions development propositions with partners
Ability to share and scale platform-partner related, better-together solutions and reference architectures to enterprise-based customers and field selling teams
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.
