Partner Account Manager

Equinix is the world's digital infrastructure company , operating over 2 50 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.
Who are we? Equinix is the world's digital infrastructure company , operating over 2 50 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.
Partner Account ManagerJob Summary Recruits, onboards, and manages key partner relationships at a Regional level (reseller, referral, and agent), leveraging Account Plans to drive enterprise market adoption of integrated Equinix/Partner solutions to achieve channel/company new bookings and enterprise new logo growth objectives.
Responsibilities Partner Recruitment
Researches and understands prospective partner's products and services, relevant competencies, and geographic coverage
Evaluates qualifications using Ideal Partner Profile and Targeting Scorecard (includes # customers, related services, # sellers)
Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process, and timeline
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
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 IBX 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
Communications
Tailors message and partner pitch to partner company on how partnering with Equinix can help to grow their business
Delivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner with Equinix
· Expertly articulates business value of joint value proposition with Equinix
Qualifications Proven years of experience preferred in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferred
Bachelor's Degree required
Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing  this form .
Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

About Us Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy/ childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political/ organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.
(US Applicants)
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Equinix participates in E-Verify. U.S. Citizenship and Immigration Services (USCIS) is the government agency that oversees lawful immigration to the United States. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm employment eligibility. To learn more about the E-Verify program, please visit E-Verify . 
Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing  this form .
Equinix maintains a list of preferred recruiting agencies. If your company is not on our list, please do not contact us regarding our postings. Please also refrain from making contact with anyone outside of the company HR department.
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