Senior Partner Account Manager

<p><b>Who are we?</b></p><p><span><span>Equinix is the world’s digital infrastructure company</span></span><span><span>®</span></span><span><span>, </span><span>operating</span><span> </span><span>over </span><span>26</span><span>0</span><span> data centers across the globe</span><span>.</span><span> </span><span>Digital </span><span>leaders</span><span> harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, </span><span>partners</span><span> and possibilities to scale with agility, speed the launch of digital services, deliver world-class </span><span>experiences</span><span> and multiply their value, while supporting their sustainability goals.</span></span><span> </span></p><p><span> </span></p><p><span><span>A career at Equinix means you will collaborate on work that </span><span>impacts</span><span> the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. </span></span><span><span>We embrace diversity in thought and contribution and are committed to </span><span>providing</span><span> </span><span>an equitable work environment that is foundational to our core values as a company and is vital to our success. </span></span></p><p></p><p><b>Job Summary</b></p><p>Recruits, onboards, and manages key partnerships at a cross-region or Global level (reseller, referral, and agent), 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.</p><p></p><p><b>Responsibilities</b></p><p>Partner Recruitment</p><ul><li><p>Collaborates 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 proposition</p></li></ul><p></p><p>Integrated Solutions/ Joint Value Proposition</p><ul><li><p>Engages partner and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging</p></li><li><p>Facilitates development and alignment for joint value proposition and bundled offer</p></li></ul><p></p><p>Go-to-market</p><ul><li><p>Responsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training</p></li><li><p>Establishes Sales ROE and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits</p></li><li><p>Engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy</p></li><li><p>Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs</p></li></ul><p></p><p>Partner Relationship Management</p><ul><li><p>Identifies and establishes contact with initial sponsor within prospective partners</p></li><li><p>Manages long-term relationships with partner</p></li><li><p>Ensures the designation and alignment of Executive sponsors</p></li></ul><p></p><p>Partner Development / Activation &amp; Enablement</p><ul><li><p>Conducts or participates in the process of Reseller Activation</p></li><li><p>Responsible for identification of Strategic partner supporting reseller community</p></li></ul><p></p><p>Business/Pipeline Reviews</p><ul><li><p>Participates in Global Joint Business Planning</p></li><li><p>Oversees deal tagging / tracking process</p></li><li><p>Has joint funnel oversight</p></li></ul><p></p><p>Cross-Functional Collaboration</p><ul><li><p>Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and IBX staff</p></li><li><p>Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment</p></li><li><p>Educates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solution</p></li><li><p>Facilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business Plan</p></li><li><p>Leverages executive sponsors appropriately</p></li></ul><p></p><p>Communications</p><ul><li><p>Tailors message and partner pitch to partner company on how partnering with Equinix can help to grow their business</p></li><li><p>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</p></li><li><p>Expertly articulates business value of joint value proposition with Equinix</p></li></ul><p></p><p><b>Quali