Job Description
Job Summary
Manages key partner relationships at a Regional level leveraging Account Plans to drive enterprise market adoption of integrated Equinix/Partner solutions to achieve channel/company new bookings and enterprise new logo growth objectives.
Before applying for this role, please read the following information about this opportunity found below.
Responsibilities
- Partner Management· Continually researches and understands existing partner’s products and services, relevant competencies, and geographic coverage
- Engages partner and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging
- Facilitates development and alignment for joint value proposition and bundled offer go-to-market
- Responsible for go-to-market Preparation: collateral and messaging, joint value proposition content, use cases, partner portal, partner directory, and partner sales training
- Establishes Sales rules of engagement and achieves agreement on how the companies will communicate during sales pursuits
- Engages Channel Marketing and coordinates development of initial go-to-market and deal strategy
- Responsible for go-to-market execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs Partner Relationship Management
- Identifies and establishes contact with sponsors and stakeholders within existing partners
- Manages long-term relationships with partner
- Ensures the designation and alignment of Executive sponsors Partner Development / Activation & Enablement
- Conducts or participates in the process of Reseller Activation Business/Pipeline Reviews · Participates in Joint Business Planning
- Oversees deal tracking process
- Has joint funnel oversight Cross-Functional Collaboration
- Works closely with Equinix Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and onsite data centre 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 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
- 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
Qualifications
- Proven years of experience preferred in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferred
- Bachelor's Degree required
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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.