Director, Partner Account Management

Director, Partner Account Management Company: Equinix Job Summary Recruits, develops, and manages partner 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 end?user customer needs. Drives solution integration of partner services or joint offerings, and works with Channel Marketing to develop go?to?market plans. Oversight of partner relationship, deal registration, pipeline development, and joint value proposition. Conducts business reviews and ensures proper opportunity registration. Responsibilities Partner Recruitment Directs all activities in support of the collaboration with cross?functional teams to identify strategic alliance partners and define initial joint value proposition. Integrated Solutions / Joint Value Proposition Directs engagement of partners and Equinix cross?functional team members for technical positioning, alignment, and packaging. Directs development and alignment of joint value proposition and bundled offer. Go?to?Market Directs GTM preparation and execution, including collateral, messaging, JVP content, use cases, partner central, partner directory and partner sales training. Establishes Sales ROE and onboarding plan, achieving agreement on communication during sales pursuits. Engages Channel Marketing for initial go?to?market and first?deal strategy. Directs GTM execution: pipeline development, sales targets, deal management, day?2 support, billing, ordering support and QBRs. Partner Relationship Management Directs identification and establishment of contact with initial sponsor within prospective partners. Directs management of the long?term relationships with partner. Directs team to ensure designation and alignment of executive sponsors. Partner Development Directs all aspects of partner development, including creating awareness of the value of the Equinix platform, definition of joint value propositions, and reseller activation. Business / Pipeline Reviews Directs all aspects of business/pipeline review with focus on global joint business planning, deal tagging/tracking process, and joint funnel oversight. Cross?Functional Collaboration Directs work efforts 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. Educates strategic partners on how to engage Equinix resources (GSA, SE, CSM) to define, quote and order solution. Facilitates cross?functional review of partnership performance. Leverages executive sponsors appropriately in communications. Acts as the Face of Partner Account Management internally and potentially externally at trade shows, newsletters, publications and program press releases. Qualifications 10+ years of proven success in channel sales for internet, network, data center, hyperscaler or cloud?based products or services provider. Bachelors Degree required. Targeted Pay Range United States CA Bay Area: $299,000 $449,000 USD / Annual United States Other posted locations: $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 Equinix Benefits As an employee, you become important to Equinixs success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. Employee Assistance Program: An Employee Assistance program is available to all employees. US Benefits: Insurance (health, life, disability, voluntary plans), Retirement (retirement plan contributions), Paid Time Off and Paid Holidays. Eligibility requirements apply. Benefits subject to change. 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. Equal Employment Opportunity 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. Senior Level Director Employment Type Full?time Job Function Business Development and Sales Industries Internet Publishing #J-18808-Ljbffr