Who are we?Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.Job SummaryRecruits, 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.ResponsibilitiesPartner RecruitmentResearches and understands prospective partner’s products and services, relevant competencies, and geographic coverageEvaluates 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-marketCommunicates Sales ROE and onboarding plan and confirms agreement on how the companies will communicate during sales pursuitsSelectively engages Channel Marketing and coordinates development of initial go-to-market and first deal strategyPartner Relationship ManagementIdentifies and establishes contact with initial sponsor within prospective partnersManages long-term relationships with partnerEnsures the designation of Executive sponsorsPartner Development / Activation & EnablementEducates and creates awareness of value of Equinix platform (Joint value proposition)Business/Pipeline ReviewsParticipates in Regional Joint Business PlanningParticipates in deal tagging / tracking processHas joint funnel oversightCross-Functional CollaborationWorks closely with Equinix Field Sales, Corporate Sales, Sales Engineers, and MarketingEducates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solutionLeverages executive sponsors appropriatelyCommunicationsDelivers message and partner pitch to partner company on how partnering with Equinix can help to grow their businessDelivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner with EquinixExpertly articulates business value of joint value proposition with EquinixQualificationsProven years of proven success in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferredBachelor's degree preferredEquinix 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 .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.
