Job Summary

The Director of Technical Sales, for Asia-Pacific Platform Alliances and Channel is responsible for leading the team of solutions architects and sales engineers focused on our largest Platform Alliances customer-partners and Channel strategy in the Asia-Pacific region. It is a highly visible role in the company and is the technical face of our partner ecosystem development and go-to-market activities.

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Responsibilities

Drive Technical Sales Strategy and Execution

• Partner with the Platform Alliance, Channel selling and Go To Market (GTM) teams in the Asia-Pacific region to achieve and exceed global bookings and revenue targets, prioritizing immediate customer business outcomes as well as long term expansion and partner growth strategies

• Define the power of the possible with our prioritized Channel partners in the Asia-Pacific region​. Working with our partners and product teams, unlock and advance joint value and innovation, and through multiple routes to market

• Support partner GTM activities and evangelism, including speaking engagements, blogs, webinars, trainings, analyst briefings, roadshows, and customer event opportunities

Be at the center of Technical Partner Innovation & Solution

• Advance technical requirements and solutioning for joint innovation and market offers, partnering with various product and development teams at both Equinix and at within our partner’s organization, ideating, innovating, testing, and validating solutions for prioritized pursuits

• Gather feedback for new and emerging capabilities to determine potential business planning, route to monetization, and proofs of concepts validation work

• Drive advanced training/learning requirements for partner community audiences and deliver in-person enablement as well as partner with Equinix enablement teams to develop digital training assets and evolving partner training strategy

Lead and develop a high performing APAC team

• Establish a team of trusted technical and partner-savvy advisors that support Client Executives and Partner Account Managers, and their ability to influence decision making with senior and C-Level executives

• Ensure a team of technical SMEs in the strategic platform customer and partner domains, including solution architects and sales engineers that earn those partner certifications to better understand their business, speak their language, and advance their ecosystem opportunities on Platform Equinix

• Coach and mentor the team to high performance, customer-partner outcomes, growth and development, and a winning-together mindset​Ensure support for field technical sales in sell-with motions, when they require partner engagement or partner-specific expertise, while leveraging these opportunities to scale field technical engineering resources, both inside Equinix and for partner-led customer opportunities​

Qualifications

• 15+ years demonstrated track record in technical sales or solutions engineering organizations, with a history of leading partner-specific, technical teams

• Senior technical background in the data center industry, including infrastructure experience with networking, hybrid cloud architectures, and AI-ML solutions

• Deep tenure and experience with customers and partners in the service provider and channel segments

• Familiarity with Platform Equinix global data center footprint and interconnection portfolio.

• Experience leading teams supporting top tier customers and partners segmentation with high degree of executive visibility

• Strong understanding of how to leverage partner ecosystems to build and validate solutions for GTM scale

• Experience with recurring revenue, sales complexity, solution selling, and enabling platforms for B2B target audiences

• Experience leading teams to sell to different personas and lines of business across strategic account with global footprint

• Strong team leadership and communication skills, including Equinix storytelling, motivating customers, partners and internal teams

• Highly adept at strategic customer, service provider, and partner engagement skills

• Skilled at stakeholder engagement and collaboration across sales, marketing, product, success, and partner GTM teams

• Fosters a culture of continuous technical learning and brings an innovation-oriented mindset to solutions development propositions with partners

• Ability to share and scale platform-partner related, better-together solutions and reference architectures to enterprise-based customers and field selling teams​