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Partner Sales Manager

 

Partner Sales Manager

  • JR-126335
  • Santiago
  • Sales
  • Full time
Partner Sales Manager

Equinix is the world’s digital infrastructure company, operating 210 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. With Equinix Metal, customers can rapidly deploy automated single-tenant infrastructure and interact with 1,800+ networks and 2,900+ cloud and service providers. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.  

At Equinix, we help the world’s digital leaders scale with agility, speed the launch of digital services, deliver world-class experiences, and transform people’s lives. Our culture is based on collaboration and the growth and development of our teams. 

We hire hardworking people who thrive on solving challenging problems and give them opportunities to hone new skills, and try new approaches, as we grow our product portfolio with new software and network architecture solutions. 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.  

What you will be doing

· Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage

· Evaluates qualifications using Ideal Partner Profile and Targeting Scorecard (includes # customers, related services, # sellers)

· Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process, and timeline Integrated Solutions/ Joint Value Proposition

· Engages partner 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

· Responsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training

· Establishes Sales ROE and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits

· Engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy

· Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs

· Identifies and establishes contact with initial sponsor within prospective partners

· Manages long-term relationships with partner

· Ensures the designation and alignment of Executive sponsors

· Conducts or participates in the process of Reseller Activation

· Participates in Global Joint Business Planning

· Oversees deal tagging / tracking process

· Has joint funnel oversight Cross-Functional Collaboration

· Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and IBX staff

· Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business

· Educates Strategic partners 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 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 partner with Equinix

· Expertly articulates business value of joint value proposition with Equinix

What you should have

· 5+ years of proven success in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferred

· Bachelor's Degree required

· Advanced English

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



***U.S. ONLY - EOE/M/F/Vet/Disability

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Equal Employment Opportunity: 
Equinix is an Equal Employment Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

(US Applicants)

Please click here to see the “EEO is the Law” poster and supplement.

Please click here to see our EEO Policy Statement.

Please click here to see our Pay Transparency Policy Statement.