Director, Public Sector Channel Sales

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.  

Director, Public Sector Channel Sales

Job Summary

The Director, Partner Sales Management, Public Sector, inclusive of Federal, State, Local, and Education, will work with select teams across Equinix and in the industry to build relationships with our partners. The ideal candidate will have excellent communication, interpersonal skills and the ability to influence others without direct authority. You will have a demonstrated ability to think strategically, with the skillset to successfully implement partner impacting changes. Candidate is experienced in adjusting priorities, decisions, and actions to respond to multiple demands, unanticipated events, and new information. 

The Director, Partner Sales Management, Public Sector will have a high degree of visibility and requires someone with strong executive presence, particularly in dealing with customer and partner-facing situations, who can collaborate across a large stakeholder community with the impact and influence to deliver results in a complex organization. The Director will gather and provide timely operational reporting and turn detailed data analysis into useful strategic insight. This role requires leadership of a quota-carrying team of Partner Sales Managers to effectively meet established goals. Most importantly, you will have an opportunity to be a part of a visionary, historically significant company, and work with some of the brightest minds in the industry. 

Responsibilities 

• Develop, maintain, and strengthen business relationships with key technology industry players in the Public Sector markets 

• Drive and prioritize the requirements of one or more strategic initiatives of the Equinix Channel Partner strategy 

• Define solution bundles and reference architectures that showcase specific use cases or partner integrations to enable the field 

• Interface with cross-functional product, marketing, and sales teams to define the solution enablement strategy and deliver go-to-market initiatives and be responsible for customer adoption and revenue of a specific product or service in a particular market 

• Provide management with analytics and metrics-based reporting 

• Create positioning, messaging, go-to-market strategies, web content, whitepapers, case studies, and technical documentation in conjunction with Marketing, Solution Architects, Business Development leadership 

• Strong core project management skills (delegation, issue identification/resolution, risk mitigation, dependency management, accountability management) 

• Communicate effectively to ensure appropriate level of awareness across the organization 

Qualifications 

• 15+ years of business development, strategic partnerships, or program/product management experience, government experience 

• Experience leading a quota carrying team of Partner Sales Managers 

• Experience with key technology players in Public Sector across Federal, State, Local and Education. 

• C-Level relationships with partners, including Booz Allen Hamilton, Capgemini, Deloitte, Accenture Federal Services, WWT, Verizon, Lumen, and AT&T 

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