Senior Director, Platform Alliances and Americas Channel

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. 

We are seeking a dynamic Senior Director to lead our technical sales team, dedicated to driving global Alliances revenue and fostering strategic Channel partnerships. This high-profile position plays a crucial role engaging with our largest customers and most important partners. In this role, you will oversee a technical team that represents our go-to-market initiatives and serves as a trusted advisor to key platform partners

​Responsibilities

• Partner with the Platform Alliances and Channel selling and GTM teams to achieve and exceed global bookings and revenue targets, prioritizing customer short term business outcomes as well as long term expansion and partner growth strategies.​
• Establish a team of technical trusted advisors that support Senior Client Executives and Partner Account Managers and their ability to influence decision making with senior and C-Level executives.​
• Ensure a team of technical SMEs in the strategic platform customer and partner’s domain, including Global Solutions Architects and Sales Engineers that earn their certifications to better understand their business, speak their language, and advance their ecosystem opportunities on Platform Equinix.​
• Helicopter into conversations with C-Level executives around business outcomes while switching to very technical conversations about solutions and use cases that drive future transformational solutions. ​
• Lead engagement of extended Equinix global technical community to provide coordinated strategy and superior customer experience wherever our customers need us.​
• For both Platform Alliances and Channel Partners lead a team of Global Solutions Architects and Sales Engineers that helps unlock and advance joint innovation, and through multiple routes to market.​
• Advance technical requirements and solutioning for joint innovation and market offers, partnering with various product and development teams at both Equinix and at within our partner’s organization, ideating, innovating, testing, and validating solutions for intended partner pursuits.​
• Define the power of the possible with our prioritized Channel Partners in the AMER region​
• Drive advanced training/learning for Equinix, customers and extended partner community audiences.​
• Gather feedback for new and emerging capabilities to determine potential business planning, route to monetization, and proofs of concepts validation work.​
• Support partner GTM activities and evangelism, including speaking engagements, blogs, webinars, trainings, analyst briefings, roadshows, and customer event opportunities. ​
• Lead and develop a team of senior and high-performing Technical Solutions Architects and Sales Engineers dedicated to our Platform Alliances and Channel segments​
• Lead proactive support for field sales opportunities which require joint solution-specific expertise in customer meetings, while leveraging these opportunities to scale field technical engineering resources to become self-sufficient, both inside Equinix and for partner-led customer opportunities​
• Coach and mentor the team to high performance, customer and partner outcomes, growth and development and a winning-together mindset​

Qualifications

• Demonstrated track record in technical sales or solutions engineering organizations, with a history of leading partner-specific technical GTM teams
• Senior technical background in the data center industry, including infrastructure experience with networking, hybrid cloud architectures, and AI-ML solutions
• Deep tenure and exp