Senior Partner Sales Manager (Indian GSI's), Americas

Who are we?

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

Partner Sales Manager will be responsible for driving growth of Equinix Channel business in the Americas within a named set of key Global System Integrator (GSI) Channel partners. This is a quota bearing role and the candidate is expected to own the regional strategy and execution while working closely with Equinix’ global partner sales and other functional teams on these accounts.  

Responsibilities

Partner Recruitment 

• Understands the prevailing GSI channel landscape in the region and identifies / prioritizes existing / prospective partners to meet short- and long-term objectives of the business

• Use market insights and experience to assess Equinix fit based on partner’s overall strategy, product portfolio and priorities, strengths and opportunities etc.  

• Able to open doors and gain agreement from partners to develop mindshare and wallet share for Equinix leveraging Equinix partner program, Joint business plans and other Go-to-market activities & first deal pursuits

• Establish and communicate the rules of engagement with partners and gain agreement on how the companies will communicate during sales pursuits 

Partner Relationship Management 

• Build and maintain strong, long-term relationships with key stakeholders, senior executives and sponsors within the partners’ organisation in Americas  

• Develop a Joint Partner Business plan with assigned partners to drive business growth as measured by new bookings, new logos and revenue growth covering both strategic focus & alignment as well as operational execution 

• Develop / Facilitate Executive Sponsor engagements as necessary 

• Conducts Monthly / Quarterly / Annual Partner Business Reviews 

• Serve as the primary point of contact for assigned partners 

Partner Development / Activation & Enablement 

• Identify