Senior Partner Account Manager, Equinix
Global System Integrators
$275-453k
Pay dependent on location
Digital infrastructure company
Job no longer available
Digital infrastructure company
1001+ employees
Job no longer available
$275-453k
Pay dependent on location
1001+ employees
Company mission
To provide finance, manufacturing, transport, government, and healthcare organizations a cloud-first world.
Role
Who you are
- 10+ years of proven success in channel/network sales for a technology-related company
- 5+ years of industry-specific experience
- Bachelor's Degree required
What the job involves
- We are looking for a Senior Partner Sales Manager that will be responsible for the key, global partnership with Accenture
- Your goal will be incremental joint funnel growth with Accenture through enablement, account alignment, and joint value proposition positioning
- You will be joining a highly collaborative dynamic team and an environment requiring self-starter skills and working through ambiguity
- Partner Relationship Management
- Identifies and establishes contact/relationships with sponsors within Accenture
- Ensures the designation and bi-lateral alignment of Executive sponsors
- Aligns cross-functional internal supporting teams with their peers residing at the partners
- Integrated Solutions/ Joint Value Proposition
- Engages Accenture 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
- Achieves agreement on how the companies will communicate during sales pursuits
- Engages Channel Marketing and coordinates the development of initial go-to-market and first deal strategy
- Development / Activation & Enablement
- Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing, ordering support, and QBRs
- Conducts or participates in the process of Reseller Activation
- Participates in Global Joint Business Planning
- Oversees deal registration/tracking process
- 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 Accenture 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 the 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 Accenture with Equinix
- Expertly articulates the business value of joint value proposition with Equinix
Our take
Equinix is a veteran player in the digital infrastructure market, connecting industry-leading organizations in finance, manufacturing, retail, transportation, government, healthcare, and education.
The company provides a range of services within the categories of digital, support, data center, and interconnection, with capabilities including, for example, simplifying hybrid cloud deployments or securing on-site deployments. It has an extensive range of partners, granting its clients access to a vast range of industry-leading technologies atop its own offerings.
With a wide global presence, Equinix has secured a path to continued success by its ability to keep abreast of developments in the space. The company is comfortably positioned to remain a robust and leading player across multiple growth avenues and can be expected to make more smart developments and partnerships in the future.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
9% employee growth in 12 months
Company
Company HQ
Redwood Shores, Redwood City, CA
Leadership
Adaire Fox-Martin
(CEO & President)Prior to becoming CEO of Equinix in 2024, Adaire spent nearly 3 years at Google in various roles, including Head of Google Ireland and President of Google Cloud Go to Market. She also spent nearly 14 years at SAP and over 18 years at Oracle Corporation.
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