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Senior Partner Account Manager, GSI

Job Summary

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.

 

Responsibilities

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

Qualifications

• 10+ years of proven success in channel/network sales for a technology-related company

• 5+ years of industry-specific experience

• Bachelor's Degree required

 

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. #LI-KF2

The United States targeted pay range for this position in the following location is / locations are: • San Francisco, CA / Bay Area: $303,000 to $453,000 per year • California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $297,000 to $444,000 per year • Colorado, Nevada, Rhode Island: $275,000 to $411,000 per year Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training. This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process. The targeted pay range displayed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position. As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link: USA Benefits eBook

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.