Alliance Partner Program Director, Oracle

Equinix is the world’s digital infrastructure company, operating 245+ 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 are a fast-growing global company with 70+ quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,000+ networks and 3,000 cloud and IT service providers in 32 countries spanning six 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. 

Job Summary

As Global Alliance Director, you are responsible for oversight and coordination of existing global Equinix Alliance Partner’s relationships and for targeting, capturing, and growing targeted new Alliance Partner prospects in partnership with Equinix Business Development teams. Additional responsibilities include providing leadership and direction to Regional Alliance Directors in all aspects of their jobs, Alliance Partner performance ownership and key success measure attainment, and coordination of cross functional teams (sales, marketing, technical, operations) needed to support Alliance Partner Program efforts.

Reporting to the Global Managing Director & Vice-President –Oracle Strategic Alliance, this role requires a strong balance of business development, program design, program oversight, cross region coordination, staff leadership skills and results measurement. The person in this role must be able to work in partnership with several adjacent teams in Equinix (direct sales, channel sales, marketing, solutions architects, business development, sales operations) and in partnership with partner program team members in the field to execute measurable key success factors with the partner (pipeline & bookings through the program), with our direct sales organization and with selective reseller partners. The position requires a detail-oriented, self-starter with an analytical approach toward growing our important Alliance with Oracle .

The right candidate will possess a combination of strong partner program management experience, an understanding of business development, financial contribution models, and ROI calculations. Understanding IT services and shifting cloud consumption models (networking, cloud services and hybrid cloud solutions) are key areas of knowledge.

Responsibilities

• Translate common Platform Equinix capabilities into high value joint solution for Equinix Sales to repeat and scale the GTM engine. Help clearly articulate the key drivers and value points for Alliance partner promotion of Equinix services

• Serves as a liaison between the Strategic Alliances, Product Management and Marketing and Sales teams at Equinix and Oracle, including executive engagement

• Execute on Alliance objectives for Equinix set by Platform Alliance and regional management, including quota retirement

• Provide and support enablement of sales and channel team members of Equinix and Oracle

• Assist as needed in the development of required support materials for the programs

• Adhere to and support various program guidelines, rules, and measures

• Enhance the reputation of the Oracle Strategic Alliances team by pursuing thought leadership/technical proficiency; pursuit of relevant accreditation and certifications is encouraged but not required

Qualifications

• 10+ year’s experience with 5+ years of partner experience, sales, marketing, business development experience. Technology experience, team leadership experience a plus. 3+ years channel program management and leadership experience with accountability for revenue targets

• Working knowledge of Networking technologies and Cloud environments is required.

• Solid understanding of IT infrastructure from the physical layer to the operating system layer

• Ability to design and present business plans, track and articulate program progress, design and document program guidelines for distribution throughout the organization, especially at executive-level and for external use

• Ability to translate technology features into business benefits for Equinix and the alliance partner

• Strong analytical and problem-solving skills

• Strong initiative and ability to work in a self-directed environment

• Organization and priority setting skills and ability to multi-task in a dynamic environment

• Skilled in MS Office products and knowledge of Salesforce.com strongly preferred.

• Bachelor's degree or equivalent experience

• Ability to travel up to 25% of the time