Alliance Development Manager

Who are we?
Equinix is the world’s digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.
 
We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.  
 
A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment. that is foundational to our core values as a company and is vital to our success. 

We are looking for a dedicated Alliance Development Manager to join our Singapore team.  Your focus will be to grow our market share in the Enterprise space through strategic partnership and alliance with our Strategic Alliance Partners (Strat A) namely AWS, Microsoft, Google and Oracle.   Ideally, you will be someone who has a “real passion” for building and exploring new business model, building revenue and maximizing relationships with Strat A partners.  

The Role 
Our partners are key at Equinix, we put them first by investing in them and positioning them for success.   As the Alliance Development Manager, you own the mission to help Equinix’s strategic partnership with Strat A partners to next level.  You will possess deep expertise in the world of partnerships, practical knowledge working with Strat A partners; and you have deep knowledge of cloud solutions (Hybrid Cloud/Hybrid Multi-Cloud Framework).   You will have to think strategically and creatively to formulate different business/partnership models/sales motions to help Equinix build a compelling GTM strategy that delivers value to our customers, prospects and our partners. 

Key Responsibilities:

• Work close with Strategic A partners Business Development Leads and align with them the GTM strategy with Equinix growing business together for ASEAN Region. 

• Build and run the Go-To-Market execution plan and to engage with different parties internally and externally for the related GTM functions and activities

• Engage with Equinix and Strategic A Sales Executives to successfully launch joint offerings via co-sell programs.  This is aimed to drive business growth for Equinix, managed Strategic A partners and our other resell/MSP partners. 

• Manage the co-sell program day-to-day basis and is responsible to drive for joint new sales opportunities and pipelines to accelerate business growth among parties.  Close monitor the leads status with tracking and to project accurate forecast till closing for identified joint sales opportunities

• Meets assigned targets for sales volume and strategic objectives in assigned partner accounts.

• Expand Executives relationship and engagement across Strategic A partners Sales Organization

• Co-ordinate GTM execution with local and regional Equinix Partner Sales teams and continuously manage alliances performance metrics and outcomes.

• Influence and obtain sponsorship from internal Equinix groups to support programs with Strat A partners to drive for targeted results

• Leverage Equinix Channel Marketing Funds to drive demand generation activities that produce the highest possible return on investment.

• Support Strategic A partners regional events including AWS/Microsoft/Google Summits, Oracle Cloud Forums with a methodology how each will be optimized to the local region. 

Requirements:

• Recent and deep-dive working knowledge with any of the managed Strategic Alliance Partners

• Min 15+ years of experience in the IT, Software, Networking or Data Center Industry managing Global Alliance Partnerships.

• Demonstrated a good understanding of Private/Public/Hybrid Cloud Framework and how each accelerates business growth

• Experience driving alliance partner relationships across a range of activities (solution/ product alignment, JVP development, marketing program/activities management as well as sales engagement)

• Fast learner with creativity, possess also a positive mine-set at all times. 

• Experience working in a Matrix managed organization

• Demonstrated knowledge of data center or data center products and hosting

• Excellent verbal, written and presentation communications skills

• BA/BS degrees or equivalent practical experience

• Experience in presenting at Industry events

This Job Description is not intended to be all-inclusive. The employee may perform other related duties to meet the ongoing organisational needs.

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, colour, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

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