Role Summary: 

We are seeking a highly motivated and experienced Partner Account Manager to drive high-impact engagement with a small number of strategic Channel partners. This role will be pivotal in developing and managing high-value partnerships that align with Equinix’s strategic goals, fostering joint go-to-market (GtM) success, and delivering mutual business value. The ideal candidate will have deep expertise in partner relationship management, market development, and collaborative solution selling in a global, complex partner ecosystem. 

As the primary point of contact, you will leverage your experience in working with Channel partners to build strong, long-term relationships, execute joint value propositions, and manage sales pipelines to ensure business growth. A strong understanding of partner operating models, technology trends, and enterprise sales will be critical. 

Key Responsibilities: 

1. Partner Relationship Management 

• Serve as the primary liaison between Equinix and Channel partners, establishing and nurturing trusted advisor relationships with senior executives and key stakeholders. 

• Drive alignment between Equinix executives and partner executive sponsors, ensuring clear communication and engagement at all levels of the organisations. 

• Develop and execute long-term plans to enhance partnership performance and grow revenue streams jointly with Channel partners. 

• Regularly engage with cross-functional teams across Equinix to align internal resources with partner needs. 

2. Partner Enablement and Activation 

• Identify growth opportunities within Channel partners’ portfolios and influence them to prioritise Equinix solutions in their service delivery. 

• Educate partners on the benefits of Equinix’s Partner Programs, ensuring compliance with program participation requirements. 

• Work closely with partner enablement teams to activate and onboard partner resellers, ensuring readiness to sell and deliver Equinix solutions effectively. 

3. Joint Value Proposition (JVP) Development 

• Collaborate with partner and internal stakeholders (e.g., Sales Engineers, Solutions Architects, Product Management) to create joint value propositions (JVPs) tailored to enterprise customer needs. 

• Develop bundled solution offerings that align with Channel partners’ business models and service portfolios, leveraging Equinix’s global platform and ecosystem. 

• Clearly articulate how these JVPs can drive digital transformation and growth for end customers. 

4. Go-to-Market (GtM) Strategy and Execution 

• Design and execute comprehensive GtM strategies with Channel partners to penetrate enterprise accounts across key verticals and geographic markets. 

• Develop sales enablement materials, including collateral, messaging, and use cases, to support joint selling efforts. 

• Conduct sales training for Channel partner teams to build familiarity with Equinix’s capabilities, solutions, and selling strategies. 

• Facilitate joint QBRs (Quarterly Business Reviews), monitor pipeline metrics, and ensure successful execution of joint sales plans. 

5. Business Development and Pipeline Management 

• Drive joint business planning and global sales alignment to achieve shared growth objectives. 

• Oversee the deal tagging, tracking, and reporting process, ensuring visibility and accountability for all opportunities in the sales funnel. 

• Actively work with Channel partner teams to identify, qualify, and close deals that align with Equinix’s priorities. 

6. Cross-Functional Collaboration and Co-Marketing 

• Partner closely with internal teams, including Field Sales, Mid-Market Sales, Marketing, Sales Engineers, and Customer Fulfilment, to support GtM initiatives and ensure end-to-end execution. 

• Lead the creation and implementation of co-marketing investments and campaigns designed to drive demand and support platform alignment with Channel partners. 

7. Communication and Value Articulation 

• Deliver compelling, customised pitches that communicate the unique value of partnering with Equinix to Channel partners. 

• Maintain a clear and consistent communication cadence to uncover partner needs, motivations, and business drivers. 

• Articulate the business value and ROI of joint solutions to both partners and prospective customers. 

Qualifications and Skills: 

Experience 

• Proven years of experience in partner account management, alliances, and/or business development. 

• Proven success managing complex partnerships and developing GtM strategies with large-scale Channel partners. 

• Deep knowledge of enterprise technology trends, cloud infrastructure, digital transformation solutions, and IT services. 

Technical/Business Acumen 

• Strong understanding of Channel partner operating models, service delivery processes, and key technology solutions (e.g., hybrid cloud, edge computing, data centres, SaaS). 

• Experience collaborating with technical teams to develop and position joint solutions that meet specific customer needs. 

Communication and Relationship Skills 

• Exceptional interpersonal and communication skills with the ability to build relationships and influence stakeholders at all organisational levels. 

• Skilled at delivering persuasive presentations and value propositions to executives and partners. 

• Demonstrated ability to work across functional areas and geographies to achieve results. 

Leadership and Execution 

• Highly self-motivated, strategic thinker capable of managing multiple priorities and delivering outcomes in a fast-paced, dynamic environment. 

• Strong organisational and problem-solving skills with an eye for detail and results-oriented mindset. 

Education 

• Bachelor’s degree in Business, Marketing, Technology, or a related field; MBA or equivalent experience is a plus. 

Why Join Equinix?