Partner Account Manager (federal Var's)

Partner Account Manager – Federal

As a Partner Account Manager – Federal, you will be responsible for developing and executing go-to-market strategies with federal systems integrators, value-added resellers (VARs), and distributors to drive revenue growth and expand our federal footprint. Based in Ashburn, VA, you'll work closely with internal sales teams, strategic partners, and government stakeholders to deliver joint outcomes and accelerate public sector digital transformation.

Responsibilities

• Manage and grow a portfolio of federal-focused partners, including large federal systems integrators and boutique solution providers
• Align partner strategy with federal sales goals to drive pipeline development and customer acquisition
• Develop joint business plans, drive partner engagement, and lead execution of partner enablement initiatives
• Navigate complex federal procurement processes, contract vehicles, and compliance requirements to support transaction execution
• Collaborate with Equinix's federal field sales, legal, and marketing teams to deliver partner-led success across civilian, DoD, and intelligence communities
• Provide feedback from the field to influence channel programs and partner strategy at scale

Qualifications

• 10+ years experience in federal partner/channel sales with a deep understanding of the federal acquisition process and government contracting models
• Proven track record of building and managing successful partnerships in the federal ecosystem
• Adept at navigating large organizations and building alignment between sales, partners, and internal stakeholders
• Knowledgeable in cloud, data center, or IT infrastructure with the ability to map technical solutions to mission outcomes
• U.S. Citizenship required due to federal agency engagement

Why Equinix:

This is more than a sales role—it's a chance to shape how federal agencies deliver on their mission by leveraging the world's most interconnected digital infrastructure platform. You'll join a collaborative, fast-paced team committed to partner success and public sector impact.

At Equinix, we're tasked with leading in the communities we serve — and doing our part to help keep our communities and our teams safe. Our #IamSafeIBelongIMatter culture transcends and informs all we do. In alignment with our culture, Equinix has implemented a vaccine or test policy that requires employees to show proof of full vaccination or get tested regularly to work onsite in an Data Center or office.

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.