A highly motivated and results-oriented Partner Sales Manager to drive incremental revenue growth and expand market share through our network of distribution, Tier 1 and Tier 2 indirect resellers. 

This role is pivotal in recruiting new resellers via distributor networks and developing deeper collaboration with technology alliance partners’ channel ecosystems. The successful candidate will have a proven track record in channel sales, exceptional relationship-building skills, and the ability to execute multi-tier sales strategies. 

Responsibilities

Drive Incremental Revenue Growth

• Achieve and exceed incremental revenue and market share targets by leveraging the channel ecosystem

• Maximize sales opportunities through distribution partners, Tier 1 Partners and Tier 2 indirect resellers

• Develop and execute joint Go-to-Market (GTM) strategies with partners to accelerate revenue growth

• Manage a robust sales pipeline, ensuring accurate forecasting and deal tracking to meet quota targets

Partner Recruitment, Activation, Development, and Relationship Management 

• Analyze the channel landscape to identify, recruit, and onboard high-potential partners, including Tier 1 Partners and 2-tier distribution networks, to expand market coverage

• Jointly develop and execute Partner Business Plans and Go-to-Market (GTM) strategies with distributors and Tier 1 Partners to drive revenue growth, new reseller recruitment, and achieve sales booking targets

• Evaluate and assess partner competencies, geographic coverage, product/service alignment, and operational capabilities to ensure strategic fit and maximize channel impact

• Articulate and co-engineer joint value propositions and solutions with partners, leveraging internal cross-functional teams where required

• Build and maintain strong, long-term relationships with key stakeholders across partner organizations, fostering collaboration and trust

• Enable partners with comprehensive training, resources, and ongoing support to ensure they are equipped to effectively sell and position products and services

• Ensure partners and distributors have access to the latest product information, sales tools, and marketing collateral to align with market needs

• Lead the development of partner-specific initiatives, including MDF (Market Development Funds) programs, in collaboration with internal teams and distributors

• Educate partners on the value of our platform and solutions, creating awareness and alignment with the joint value proposition

• Conduct regular Partner Business Reviews (monthly, quarterly, and annually) to evaluate performance, track progress, and identify future growth opportunities

• Facilitate executive-level engagements and sponsorships when necessary to strengthen relationships and align on strategic priorities

• Serve as the primary point of contact for assigned partners, addressing inquiries, resolving challenges, and ensuring seamless collaboration and operational success

Business Operation

• Collaborate with Distributor & Tier 1 Partner to customize deal structures on more diverse deals 

• Proactively addresses Distributor’s operation process with Equinix’s internal Quote-Cash operation process, and to resolve issues with support of internal function teams

• Collaborate and drive Tier 1 Partners new contract and negotiations to protect Equinix revenue 

Cross-Functional Collaboration 

• Works closely with Equinix Direct End User Sales, Sales Engineers, and Marketing, Partner Programs and other internal teams. Exposure of working in a multi-cultural / global environment is preferred although not necessary

• Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution 

• Leverages executive sponsors appropriately 

Qualifications 

Experience

• 5+ years of experience in channel sales, partner management, or business development in the technology sector

• Proven success in working with distributors, technology alliances, or reseller channels to drive revenue growth

• Familiarity with GTM strategies, reseller recruitment, and distributor operations is required. 

• Experience in technology sectors such as IT, data center solutions, cloud platforms, or hardware/software is highly desirable

Skills

• Exceptional communication, negotiation, and relationship-building skills, with the ability to influence CXO-level stakeholders

• Expertise in managing channel sales pipelines, forecasting outcomes, and structuring complex deals

• Strong analytical skills to measure performance metrics and develop actionable insights

• Ability to thrive in a fast-paced, collaborative, and cross-functional environment

Education

• Bachelor’s degree in Business, Sales, Marketing, or Technology-related fields preferred

Additional Requirements

• Knowledge of the Japan partner ecosystem and its channel partners 

• Self-starter who excels both independently and within a team

• Experience working in culturally diverse/global environments is a plus