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 Summary

Recruits, 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.

Responsibilities

Partner Recruitment

• 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

Integrated Solutions/ Joint Value Proposition

• Engages partner and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging

• Facilitates development and alignment for joint value proposition and bundled offer

Go-to-market

• Responsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training

• Establishes Sales ROE and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits

• Engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy

• Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs

Partner Relationship Management

• Identifies and establishes contact with initial sponsor within prospective partners

• Manages long-term relationships with partner

• Ensures the designation and alignment of Executive sponsors

Partner Development / Activation & Enablement

• Conducts or participates in the process of Reseller Activation

• Responsible for identification of Strategic partner supporting reseller community

Business/Pipeline Reviews

• Participates in Global Joint Business Planning

• Oversees deal tagging / tracking process

• Has joint funnel oversight

Cross-Functional Collaboration

• Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and Data Center staff

• Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment

• Educates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solution

• Facilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business Plan

• Leverages executive sponsors appropriately

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