Partner Account Executive 2

Partner Recruitment Manager

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

Recruits, develops, and manages partners' 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

• 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
• 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

• Identifies and establishes contact with initial sponsor within prospective partners
• Manages long-term relationships with partner
• Ensures the designation of Executive sponsors

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

• Participates in Regional Joint Business Planning
• Participates in deal tagging / tracking process
• Has joint funnel oversight

• 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

• 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

• Proven 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