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Partner Sales Manager Alliance, Tokyo - パートナーセールスマネジャー, アライアンス(東京)

 

Partner Sales Manager Alliance, Tokyo - パートナーセールスマネジャー, アライアンス(東京)

  • JR-126513
  • Shinagawa-ku
  • Sales
  • Full time
Partner Sales Manager Alliance, Tokyo - パートナーセールスマネジャー, アライアンス(東京)

Who are we?

エクイニクスは、情報化社会が成長し繁栄していくための環境の提供を目指して1998年に設立され、世界各地5大陸44都市で世界No.1のデータセンターとインターコネクション(相互接続)を展開するグローバルカンパニーです。日本では、東京10拠点、大阪1拠点でデータセンター事業をコアとして、お客様のITインフラ構築、運営を支える様々なサービスを展開しています。インターコネクション(相互接続)によってお客様やパートナー企業同士が相互につながり、エコシステムが生まれ、新たなビジネスチャンスをもたらしています。エコシステムは日々広がり続けています。
情報が原動力となる世界で常に新しい分野を切り拓き拡張を続ける中、当社は業界で最高の人材を見つける決意を新たにしています。わくわくするペースの速い環境において、ビジョンをもち業界をリードする会社で働くことに情熱をお持ちの方は、ぜひ当社のチームにご参加ください。エクイニクス・ジャパンの詳しい情報は、https://www.equinix.co.jp/company/をご参照ください。

Equinix is the world’s digital infrastructure company, operating 200+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 area fast-growing global company with 70+consecutivequarters 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 26countries 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.

Partner Sales Manager, Alliance (Japan)
We are looking for a dedicated Partner Sales Manager for Alliance to join our Japan team.  Your focus will be to grow our market share in the Enterprise space through strategic partnership and alliance with our Strategic Alliance Partners (Strat A) namely AWS, Microsoft, Google and Oracle.   Ideally, you will be someone who has a “real passion” for building and exploring new business model, building revenue and maximizing relationships with Strat A partners. 

The Role

An Equinix Partner Sales Manager - Alliances has the unique responsibility for maximizing joint selling between Equinix Field Sellers and assigned Strategic Alliances (Microsoft Azure, AWS, Google and Oracle Cloud). 

Primary day-to-day activities include evangelizing Equinix to these Strategic Alliances and evangelizing these Alliances within an assigned Equinix region’s sales force.  The PSM will identify, pursue, educate and enable key alliance field-level salespeople, sales directors, technical managers, pre-sales engineers and other key stakeholders within each Alliance for the assigned region. The primary external mission is to land the Equinix value proposition to such a degree that sellers from the assigned Alliances recognize Equinix insertion points, understand what barriers Equinix can remove for them, and actively drive preference for Equinix with customers who are embarking on, or in the midst of, digital transformation.

The PSM seeks to foster Alliance co-selling to favorably influence end customers to help Equinix achieve country and company bookings goals for the sale of Equinix services and products, both through channel partners and directly.  

Key Responsibilities:

·        Maximize sales team / sales team end customer account mapping, deal registration and Alliance-connected pipeline development. 

·        Attain quarterly Alliance Influence bookings quota and quarterly MBOs for assigned region.

·        Expertly articulate business value of embedding a pro-Equinix message for each assigned Alliance.

·        Research and understand each assigned Alliance’s country sales organization, geographic/vertical coverage and end customer base as precursors to educating the Equinix Field Team on how each assigned Alliance is organized, compensated and how their remits align to Equinix for the purposes of joint selling.

·        Function as field-based internal trainer of Equinix Field and Partner Sellers, upskilling their ability to expertly articulate Alliance-connected value

·        Coach Equinix Field Sales Teams on best practices for working sales pursuits with the various Alliances.

·        Establish contact with and nurture management level relationships between Equinix Field and Partner Sales Management and their most appropriate peers at assigned Alliances.

·        Identify near term end user potential opportunities as first targets through use of approved Joint Account Mapping.

·        Monitor Alliance Influence SalesForce.com hygiene on a regular basis, communicating with Partner and Field Sales Directors on status of their Alliance-connected funnel growth and Alliance Influence bookings yield.

·        Co-ordinate GTM execution with local and regional Equinix Partner Sales teams and continuously manage alliances performance metrics and outcomes.

·        Leverage Equinix Channel Marketing Funds to drive demand generation activities that produce the highest possible return on investment.

·        Support Strat A partners regional events including AWS/Microsoft/Google Summits, Oracle Cloud Forums
 

Qualifications and Expertise:

·        BS, BA or equivalent required.

·        10+ years proven success in channel sales for internet, network, data center, hyperscaler, or cloud-based products or services preferred

·        Proven track record of quota attainment and acceleration.

·        Technical sales acumen a must.

·        Experienced in driving alliance partner relationships across a range of activities ( solution/product alignment,  JVP development, marketing program/activities management as well as sales engagement)

·        Outstanding ability to balance internal customers (Equinix Field Sales) with external constituencies (assigned Alliances). 

·        Demonstrated success developing multi-threaded relationships with large global Alliances from the ground up.

·        Highly polished written communication skills.

·        Superior verbal communication skills. Ability to translate technology features into business benefits.

·        Strong presentation skills to audiences large and small, ability to act as natural ambassador for Equinix.

·        Strong initiative, organization and prioritization skills with the proven ability to work in a self-directed environment.

·        Must bring energy and passion as an internal and external advocate for Equinix’s rapidly evolving partner sales motion.

·        Skill in MS Office products and strong knowledge of Salesforce.com expected.

·        Fluent English and Japanese

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.

【勤務地】東京 日本橋オフィス

【雇用形態】正社員

【勤務時間】 9:00-18:00  ※フレックスあり

【コロナ状況下 働く環境】

WFO + WFH のハイブリット

WFO(ワーク・フロム・オフィス=出社勤務)

WFH(ワーク・フロム・ホーム=在宅勤務)

【休日休暇】<年間休日約120日以上>
 ■完全週休2日制(土・日・祝日)
 ■年末年始(12/29~1/3)
 ■年次有給休暇(入社日に該当日数を付与、初年度最大12日)
 ■病気休暇
 ■試験休暇
 ■忌引休暇、他

【待遇・福利厚生】
 ■給与改定年1回
 ■賞与年1回
 ■従業員自社株式割引購入制度
 ■各種社会保険完備(雇用、労災、健保、厚生年金)

  健保保養施設、フィットネスクラブ補助、

 ■ネクストステージチャレンジ手当/休暇(永年勤続者対象)
 ■資格取得支援制度
 ■公認クラブ活動支援制度
 ■メンタルヘルスカウンセリング
 ■慶弔見舞金(結婚祝金、出産祝金、弔慰金等)他
 

☆わたしたちが大事にしていること

「顧客満足度を高めるには、まず従業員満足度を高めること」が当社の考え方。

グローバルで成長を続ける当社では、「THE Magic OF EQUINIX」というグローバルの社員間で共通の“魔法の言葉”を持ち、それをわたしたちの普段の行動指針としています。

そのひとつがが「みんなのために」ひとりでやれることには限度があります。お客様をサポートするのと同じようにチームメンバーもサポートすることにより、より大きな成果を上げることができるという考え方です。

☆エクイニクスについて
 エクイニクスは、情報化社会が成長し繁栄していくための環境の提供を目指して1998年に設立され、

世界各地5大陸44都市で世界No.1のデータセンターとインターコネクション(相互接続)を展開するグローバルカンパニーです。

日本では、東京10拠点、大阪1拠点でデータセンター事業をコアとして、お客様のITインフラ構築、運営を支える様々なサービスを展開しています。

インターコネクション(相互接続)によってお客様やパートナー企業同士が相互につながり、エコシステムが生まれ、新たなビジネスチャンスをもたらしています。エコシステムは日々広がり続けています。
情報が原動力となる世界で常に新しい分野を切り拓き拡張を続ける中、当社は業界で最高の人材を見つける決意を新たにしています

。わくわくするペースの速い環境において、ビジョンをもち業界をリードする会社で働くことに情熱をお持ちの方は、ぜひ当社のチームにご参加ください。

エクイニクス・ジャパンの詳しい情報は、https://www.equinix.co.jp/company/をご参照ください。

お問い合わせ先

採用担当:APAC-jp-ta@ap.equinix.com

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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)

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Please click here to see our EEO Policy Statement.

Please click here to see our Pay Transparency Policy Statement.