United States onlyWho 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.
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 following location is / locations are:
United States - CA Bay Area : 299,000 - 449,000 USD / Annual
United States - Other posted locations not specifically listed : 249,000 - 373,000 USD / Annual
United States - CA Non-Bay Area, AK, CT, DC, IL, MD, MA, NJ, NY, VA, WA : 274,000 - 412,000 USD / Annual
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
Equinix Benefits
As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.
Employee Assistance Program: An Employee Assistance program is available to all employees.
US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.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.
