Partner Sales Manager - SI/MSP
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Partner Sales Manager - SI/MSP
- JR-159797
- Hybride
- Mumbai
- Sales
- Full time
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.
Job Summary
The Partner Sales Manager will be responsible for recruiting, managing, developing and expanding relationships with existing and new SI / MSP Channel partners in India. The role will focus on driving growth of Equinix business in India via channel partners.
Job Description
Partner Recruitment
Understands the prevailing channel landscape in India to identify, prioritize and recruit prospective partners with a focus on Tier 1 SI / MSP and assigned Global partners.
Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage. Assesses partner competency and qualifications (such as # 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
Engages cross functional team to develop a Go-to-market and first deal strategy
Partner Relationship Management
Identifies and establishes contact with initial sponsor within prospective partners
Build and maintain strong, long-term relationships with key stakeholders at partners’ organisations
Develop a Partner Business plan jointly with assigned partners and distributor focussed strategic alignment and 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
Partner Development / Activation & Enablement
Identify and pursue new opportunities to expand market coverage with assigned partners.
Develop and execute joint business plan to drive revenue growth, new partners growth and achieve sales booking targets
Develop and co-engineer joint solution with partners leveraging cross functional teams where necessary
Educates and creates awareness of value of Equinix platform (Joint value proposition)
Work closely with internal teams to develop partner / distributors specifics initiatives including MDF/ PDF.
Business Operation:
Collaborate with Partners to customise deal structures on more diverse deals with resellers
Provides weekly / monthly/ quarterly forecasts for the assigned patch of accounts.
Manage the quote to cash process to deliver accelerated bookings and revenues.
Business/Pipeline Reviews
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 etc.
Cross-Functional Collaboration
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
Communications
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
Qualifications
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, cloud- based products or services provider
Ideal candidate should have a strong track record in channel &/or direct sales preferably with companies having strong partner business and must have built strong relationship and a deep understanding of the partners landscape in the Indian market. Candidates with demonstrable track record of success with Tier 1 Resellers (GSI/MSP/NSP) will be preferred.
Bachelor's degree preferred
Fluent in English and any other major Indian language
Able to work independently and collaboratively in a fast paced, dynamic environment
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.
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This posting is a new position within our organization.