Partner Program Senior Manager - Public Sector / SLED

Partner Program Senior Manager - Public Sector / SLED

Job Summary

Do you have experience creating Go To Market (GTM) plans and Programs for and with Channel Partners in the complex Federal and SLED data center, cloud and IT services landscape?  Do you have a successful track record in creating joint sales plays and solutions in hybrid multi cloud, practical AI, IT transformation, shifting consumption models, networking, and/or security across the Public Sector market?   

If so, we are currently looking for a Senior Partner Program Manager to join our team. This role requires a strong balance of business development skills, product/solution development with partners, pursuit program design, program oversight, cross-team coordination, financial/ROI analysis, leadership skills and results measurement. As Senior Partner Program Manager for U.S. Public Sector Channel Partnerships you will be part of our Americas partner organization focused on developing Equinix’s evolving relationship with key government partners. With a high degree of visibility, this position requires someone with strong executive presence, including communication and presentation skills, particularly in dealing with partner-facing interactions. In this role, your demonstrated collaboration is crucial to navigate a large stakeholder community, to make an impact and influence revenue results in this cross functional organization. You will work in collaboration with our Sales, Solutions Architect, Business Development, Marketing, and Operations organizations in crafting an effective Go To Market (GTM) strategy. In addition, you must foster relationships with the same roles at our prioritized partners as well.   

A strong understanding of IT/Digital Transformation, AI, managed services, ecosystems, technology partnerships, and orchestration with adjacent alliances such as with Cloud providers, NSPs, OEMs, Software and other digital ecosystem partners will be key to success in this role. It is important to effectively navigate the various Federal Agency, State, Local, Education and Healthcare System’s modernization needs, procurement procedures, and contracting vehicles. Responsibilities include providing leadership on building joint solutions, pursuit and support playbooks, and facilitation of team alignment with partners. 

As the Programs lead for the Public Sector Channel Partner space you will be the primary to design the GTM strategy with Equinix’s Partners that drive joint pursuit outcomes, coordination of multi-functional teams, and collaboration on tracking of performance objectives. While this is a non-quota bearing role, our ideal candidate will need to be comfortable working with partners and Equinix Channel sales teams in building joint value alignment around delivering mission outcomes, leveraging existing relationships plus identifying new entry points with partners, and engaging broadly across product, technology, and operations teams to build and deliver joint solutions.  

Responsibilities 

• Translate Equinix Platform, Interconnection and Fabric Service capabilities into high value joint solutions for target Partner and Alliance types in order to repeat and scale the go-to-market engine. Help clearly articulate the key drivers and value points for Partner and Public Sector Agency decision makers that lead to greater investment in the Equinix relationship

• Execute on Partner objectives set by channel management

• Assist in the development of required support materials for the program

• Measure and report on success of assigned Partners

• Help develop, maintain, and strengthen business relationships with Alliances and Partners

Qualifications 

• Requires a minimum of 10+ years of experience with a strong background in Federal government and SLED partner support across business development, sales, marketing, technology, and team leadership

• 7+ years channel program management within the Federal and SLED space and leadership experience with accountability for past success

• Experience and working knowledge of data cetner, IT infrastructure and Cloud environments

• Ability to design and present business plans, track and articulate program progress, create and document program GTM strategy for distribution throughout the organization (all levels) and for external use

• Excellent written and verbal communication skills. Ability to translate technology features into business benefits/client and partner outcomes

• Strong collaboration and problem-solving skills

Preferred Requirements

• Organization