Partner Account Executive 2

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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

• Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage

• Evaluates partner competencies and qualifications (includes # customers, related services, # sellers)

• Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process and timeline Go-to-market

• Communicates Sales ROE and onboarding plan and confirms agreement on how the companies will communicate during sales pursuits

• Selectively engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy

Partner Relationship Management

• Identifies and establishes contact with initial sponsor within prospective partners

• Manages long-term relationships with partner

• Ensures the designation of Executive sponsors

Partner Development / Activation & Enablement

• Educates and creates awareness of value of Equinix platform (Joint value proposition)

Business/Pipeline Reviews

• Participates in Regional Joint Business Planning

• Participates in deal tagging / tracking process

• Has joint funnel oversight

Cross-Functional Collaboration

• Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, and Marketing

• Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution

• Leverages executive sponsors appropriately

Communications

• Delivers message and partner pitch to partner company on how partnering with Equinix can help to grow their business

• Delivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner with Equinix

• Expertly articulates business value of joint value proposition with Equinix

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 preferred

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. 

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