Partner Account Director

Who are we?

Equinix is the world’s digital infrastructure company, operating over 250data 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 providingan equitable work environment that is foundational to our core values as a company and is vital to our success.

Partner Account Director

Job Summary

Recruits, onboards, and manages complex Strategic partner and / or Global Account relationships that have been vetted and prioritized by Business Development, 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

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 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

Q ualifications

10+ years of proven success in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferred

Bachelor's Degree required

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.

The United States targeted pay range for this position in the following location is / locations are :

San Francisco, CA / Bay Area : $303,000 to $453,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.

Individual pay is based on additional factors including job-related skills, experience, and relevant education and / or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits.

Equity may be offered depending on the position.

As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link :

USA Benefits eBook

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.

The United States targeted pay range for this position in the following location is / locations are :

San Francisco, CA / Bay Area : $303,000 to $453,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.

Individual pay is based on additional factors including job-related skills, experience, and relevant education and / or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits.

Equity may be offered depending on the position.

As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link :

USA Benefits eBook

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