Partner Account Manager

Partner Sales Manager

In this position you will build and develop the Strategic Channel Partner business with Telefonica for the world-wide territory and by that identify, prospect and generate new business for all EQUINIX verticals. You will expand sales footprint with the Telefonica Strategic Partnership, leverage the Partner’s existing relationships with end users, and package complimentary services to drive mutually beneficial sales. Focus is to drive “sell through” and “sell with” relationships with Telefonica. You will maintain close collaboration with the Account Executive to ensure strong overall engagement on the account.  Equinix, may, at its discretion, also add an additional NSP account to your territory limited to EMEA coverage however.

Equinix is the world’s digital infrastructure company, operating 220+ 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 72+ 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.

Responsibilities

• Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process, and timeline Integrated Solutions/ Joint Value Proposition
• Engages Telefonica 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 Partner Relationship Management
• Identifies and establishes contact with initial sponsor within Telefonica
• Manages long-term relationships with Telefonica
• Ensures the designation and alignment of Executive sponsors Partner Development / Activation & Enablement
• Conducts or participates in the process of Reseller Activation Business/Pipeline Reviews · 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 Plan with Platform Partner alignment · 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

Who are you?

• Proven success in channel sales for an internet, network, data center, hyperscaler or cloud-based products or services provider preferred
• Bachelor's Degree, or equivalent experience preferred
• Extensive experience in strategic development roles
• Demonstrable track record of building business successfully in a fast-growing environment.
• Key relationships with numerous of strategic stakeholders at Telefonica is a big plus
• Ability to influence business leaders (internally and externally)
• Intercultural understanding and global cooperation ability
• Excellent interpersonal & negotiation skills
• Transparent in communication, pro-active communication behaviour
• Fluent in Spanish and English in speaking and writing
• Someone who understands that Equinix invent / create a channel model and that the traditional channel models are not totally replicable in our industry
• Someone ultra-motivated by the challenge of this role, by the castle that we are building together and the market to conquer
• Able and willing to travel

What we offer

Next to a competitive salary, sales incentive plan and attractive benefits we offer you the opportunity to leave your mark in a company that is growing quickly and still manages to keep a pioneering spirit. Equinix offers a company culture that values commitment, respect and fun at work.

Want to learn more or apply?

Please use the link to our career web page to apply, so we can get back to you as soon as possible.

Check YouTube to discover who we are and what we do and find here a video about our company culture.

We look forward to meeting you!