Senior Partner Sales Manager, Equinix
Indian Global System Integrators, Americas
$240-360k
OTE
Digital infrastructure company
Posted today
Digital infrastructure company
1001+ employees
Posted today
$240-360k
OTE
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 a Sales role out of which at least 5 years as a Partner Sales Manager / Channel Manager in a quota bearing role working for a technology, network, datacenter, hyperscaler, GSI/MSP
- Ideal candidate should have a demonstrable track record in GSI channel sales preferably managing one or more large Indian GSIs
- Bachelor's degree preferred
- Fluent in English. Strong written and verbal communication skills and ability to represent Equinix at VP / SVP / EVP / CXO levels
- Able to work independently and collaboratively in a fast paced, dynamic environment
What the job involves
- Partner Sales Manager will be responsible for driving growth of Equinix Channel business in the Americas within a named set of key Global System Integrator (GSI) Channel partners
- This is a quota bearing role and the candidate is expected to own the regional strategy and execution while working closely with Equinix’ global partner sales and other functional teams on these accounts
- Understands the prevailing GSI channel landscape in the region and identifies / prioritizes existing / prospective partners to meet short- and long-term objectives of the business
- Use market insights and experience to assess Equinix fit based on partner’s overall strategy, product portfolio and priorities, strengths and opportunities etc
- Able to open doors and gain agreement from partners to develop mindshare and wallet share for Equinix leveraging Equinix partner program, Joint business plans and other Go-to-market activities & first deal pursuits
- Establish and communicate the rules of engagement with partners and gain agreement on how the companies will communicate during sales pursuits
- Build and maintain strong, long-term relationships with key stakeholders, senior executives and sponsors within the partners’ organisation in Americas
- Develop a Joint Partner Business plan with assigned partners to drive business growth as measured by new bookings, new logos and revenue growth covering both strategic focus & alignment as well as operational execution
- Develop / Facilitate Executive Sponsor engagements as necessary
- Conducts Monthly / Quarterly / Annual Partner Business Reviews
- Serve as the primary point of contact for assigned partners
- Identify and pursue new opportunities to expand market coverage via GSIs
- Execution of agreed Joint Business Plan including but not limited to joint solutions, joint GTM and other actions as agreed
- Collaborate with GSIs to customise deal structures to create win-win outcomes
- Manage Equinix’s internal Quote-Cash operation process, and to resolve issues with support of internal function teams
- The PSM is expected to actively lead and /or manage the full opportunity lifecycle
- This is a quota bearing role and candidates much have experience in managing sales pipeline, forecast, deal registration, quoting and other quote to cash activities
- Joint Funnel Reviews with both internal and partner stakeholders
- Track and report on key performances metrics, including sales pipeline, revenue and market penetration
- Works closely with Equinix Direct End User Sales, Sales Engineers, and Marketing, Partner Programs and other internal teams. Exposure of working in a multi-cultural / global environment is preferred although not necessary
- Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution
- Leverages executive sponsors appropriately
- Excellent communication, negotiation and relationship building skills with all stakeholders. Ability to communicate well and drive actions with a broad range of technical and business personas including key decision makers / CXOs
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 benefits
- Equinix employees receive excellent health care and counseling plans that vary by country to ensure the well-being of you and your family. We offer paid vacations and holidays and encourage community involvement year-round via volunteer opportunities
- Spending time with your loved ones and taking care of your family are important. Equinix provides a range of country-specific programs that ensure you have the resources needed to thrive and manage your family’s needs
- Equinix offers different programs to help you build your financial security, make charitable donations and seek additional education. In many countries we also offer a flexible employee stock purchase plan
Company HQ
Redwood Shores, Redwood City, CA
Leadership
Charles Meyers
(President & CEO (Not Founder))Former Senior Associate at Booz Allen & Hamilton, President and COO at BellSouth.net, and VP of Business and Corp Development at Internet Security Systems. Before becoming CEO of Equinix, they were a Senior Technology Executive and Fitness Entrepreneur at Life Restorations LLC and Group President of Messaging and Mobile Media at VeriSign.
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