Senior Partner Account Manager

Who 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.A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you-because when you feel valued, you're empowered to do your best work.Job SummaryRecruits, 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. ResponsibilitiesPartner RecruitmentCollaborates 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 propositionIntegrated Solutions/ Joint Value PropositionEngages partner and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packagingFacilitates development and alignment for joint value proposition and bundled offerGo-to-marketResponsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales trainingEstablishes Sales ROE and onboarding plan and achieves agreement on how the companies will communicate during sales pursuitsEngages Channel Marketing and coordinates development of initial go-to-market and first deal strategyResponsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRsPartner Relationship ManagementIdentifies and establishes contact with initial sponsor within prospective partnersManages long-term relationships with partnerEnsures the designation and alignment of Executive sponsorsPartner Development / Activation & EnablementConducts or participates in the process of Reseller ActivationResponsible for identification of Strategic partner supporting reseller communityBusiness/Pipeline ReviewsParticipates in Global Joint Business PlanningOversees deal tagging / tracking processHas joint funnel oversightCross-Functional CollaborationWorks closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and Data Center staffCoordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignmentEducates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solutionFacilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business PlanLeverages executive sponsors appropriatelyCommunicationsTailors message and partner pitch to partner company on how partnering with Equinix can help to grow their businessDelivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner with EquinixExpertly articulates business value of joint value proposition with EquinixQualificationsProven years of proven success in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferredBachelor's Degree requiredSpeak spanish and ItalianEquinix 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.We use artificial intelligence in our hiring process. Learn more here. Apply tot his job Apply To this Job