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
Manages partnerships for selected partners within territory/region, through them drive enterprise market adoption of integrated and joint solutions as well as go to market strategies, thereby achieving assigned new bookings and new logo and revenue growth objectives for the company.
Responsibilities
Partner Account Management
Identifies and establishes regular senior level executive connects. Additionally, leverages Equinix executives to develop 1:1 senior level relationship paving way for long term success
Ensures the designation and alignment of Executive sponsors
Identifies and manages relationships with senior sales, presales, and practice leaders in target accounts to drive thought leadership and adoption of Platform Equinix
Influences partner’s roadmap and strategic practice development on Equinix to build targeted product and sales strategic that help grow field sales engagement and pipeline
Leads / works with Equinix channel and field sales teams on sales opportunities, both reactive (RFP based) as well as proactive land and expand opportunities to meet quarterly and annual booking objectives
Provides weekly, quarterly and annual forecasts as per set company practices
Monitors and provides updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters
Prioritises opportunities for short- and long-term pursuit to achieve assigned sales objectives
Identifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plans
Partner Development
Engages partner and Equinix cross-functional team members, such as Sales Leadership, Business Development, Solutions Architects, and Product Management, and field sales organization, in the definition of initial related joint value propositions and formulation of account plans and joint business plans
Participates in Joint Business Planning
Has oversight of joint funnel
Go-To-Market
Responsible for Go To Market (GTM) Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training
Establishes Sales Rules of Engagement and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits
Engages Channel Marketing and coordinates development of go-to-market strategies at a global, regional, and country level
Enables and supports regional and country level partner sales managers in the development and execution of local GTM and first deal strategy
Responsible for GTM Execution including but not limited to pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs
Cross-Functional Collaboration
Works 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
Negotiation
Leads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
Partners with sales leadership to present at regional/global deal review
Communications
Tailors 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
Internal Collaboration
Develops and communicates Partner Account Plans with all relevant internal stakeholders both within the Global Channel organization as well as cross-functional resources supporting the account
Conducts regular team meetings to facilitate collaboration and knowledge sharing among the team members supporting the account
Qualifications ·
+ 7 years of sales experience preferably in partner account management role 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.
