Partner Account Manager, Equinix
$192-317k
OTE
Salary dependent on location
Digital infrastructure company
Job no longer available
Digital infrastructure company
1001+ employees
Job no longer available
$192-317k
OTE
Salary dependent on location
1001+ employees
Company mission
To provide finance, manufacturing, transport, government, and healthcare organizations a cloud-first world.
Role
Who you are
- 7+ 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 preferred
What the job involves
- 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
- Partner Recruitment:
- Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage
- Evaluates partner competencies and qualifications (includes # customers, related services, # sellers)
- Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process and timeline Go-to-market
- Communicates Sales ROE and onboarding plan and confirms agreement on how the companies will communicate during sales pursuits
- Selectively engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy
- Partner Relationship Management:
- Identifies and establishes contact with initial sponsor within prospective partners
- Manages long-term relationships with partner
- Ensures the designation of Executive sponsors
- Partner Development / Activation & Enablement:
- Educates and creates awareness of value of Equinix platform (Joint value proposition)
- Business/Pipeline Reviews:
- Participates in Regional Joint Business Planning
- Participates in deal tagging / tracking process
- Has joint funnel oversight
- Cross-Functional Collaboration:
- Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, and Marketing
- Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution
- Leverages executive sponsors appropriately
- Communications:
- Delivers 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
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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