Job Summary

Partner Sales Manager will be responsible for driving growth of Equinix Channel business in the Americas within a named set of key Global System Integrator (GSI) Channel partners. This is a quota bearing role and the candidate is expected to own the regional strategy and execution while working closely with Equinix’ global partner sales and other functional teams on these accounts.  

Responsibilities

Partner Recruitment 

• Understands the prevailing GSI channel landscape in the region and identifies / prioritizes existing / prospective partners to meet short- and long-term objectives of the business

• Use market insights and experience to assess Equinix fit based on partner’s overall strategy, product portfolio and priorities, strengths and opportunities etc.  

• Able to open doors and gain agreement from partners to develop mindshare and wallet share for Equinix leveraging Equinix partner program, Joint business plans and other Go-to-market activities & first deal pursuits

• Establish and communicate the rules of engagement with partners and gain agreement on how the companies will communicate during sales pursuits 

Partner Relationship Management 

• Build and maintain strong, long-term relationships with key stakeholders, senior executives and sponsors within the partners’ organisation in Americas  

• Develop a Joint Partner Business plan with assigned partners to drive business growth as measured by new bookings, new logos and revenue growth covering both strategic focus & alignment as well as operational execution 

• Develop / Facilitate Executive Sponsor engagements as necessary 

• Conducts Monthly / Quarterly / Annual Partner Business Reviews 

• Serve as the primary point of contact for assigned partners 

Partner Development / Activation & Enablement 

• Identify and pursue new opportunities to expand market coverage via GSIs 

• Execution of agreed Joint Business Plan including but not limited to joint solutions, joint GTM and other actions as agreed 

Business Operation: 

• Collaborate with GSIs to customise deal structures to create win-win outcomes  

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

• The PSM is expected to actively lead and /or manage the full opportunity lifecycle  

Business/Pipeline Reviews 

• This is a quota bearing role and candidates much have experience in managing sales pipeline, forecast, deal registration, quoting and other quote to cash activities 

• Joint Funnel Reviews with both internal and partner stakeholders

• Track and report on key performances metrics, including sales pipeline, revenue and market penetration  

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 

Communications 

• Excellent communication, negotiation and relationship building skills with all stakeholders. Ability to communicate well and drive actions with a broad range of technical and business personas including key decision makers / CXOs 

Qualifications 

• 10 + years of proven success in a Sales role out of which at least 5 years as a Partner Sales Manager / Channel Manager in a quota bearing role working for a technology, network, datacenter, hyperscaler, GSI/MSP 

• Ideal candidate should have a demonstrable track record in GSI channel sales preferably managing one or more large Indian GSIs

• Bachelor's degree preferred 

• Fluent in English. Strong written and verbal communication skills and ability to represent Equinix at VP / SVP / EVP / CXO levels 

• Able to work independently and collaboratively in a fast paced, dynamic environment