EMEA Channel Sales Manager

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. 

Responsibilities

Build Partner Relationships

• Drives the global and-or regional strategy on the assigned partners

• Plans, builds, and maintains relationships with regional stakeholders to drive global bookings/revenue growth in assigned channel accounts (NSP & SI)

• Conducts quarterly business reviews with partners to identify and develop new selling opportunities

• Acts as primary point of contact in addressing day-to-day partner needs

• Engages Equinix Leadership in the Account

Leverage Internal stakeholders and supporting teams

• Manages the sales approach with the extended sales team (Global Account Manager, Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Marketing, Sales Operations, etc.) and at global and/or regional level

• Resolves complex and diverse customer issues

• Facilitates partner relationships to ensure timely resolution of customer issues

Account Strategy/Planning

• Develops detailed strategic global and/or regional account plans that support the global account strategy

• Researches and documents detailed understanding of customer business and organizational landscape at regional level, making recommendations on long term strategy for account

• Communicates global account strategy to internal partners and stakeholders in the region/globally

• Interacts with Executive leadership to develop C-level relationships

Solution Selling

• Identifies Partner's business needs, challenges, and technical requirements and recommends Equinix solutions with knowledge of how it aligns to the global account plan

• Prepares commercial and technical service proposals, working closely with Equinix Solution Architects and Sales Engineers and sales counterparts around the world

• Ensures proposals are technically and commercially sound

• Sells full suite of Equinix products, as well as complexity of global footprint

• Leverages external partners to drive solution development in new areas/prospects

Contract Management/Renewals

• Develops detailed understanding of commercial terms and regional/global implications and contributes to analysis of trade offs on more diverse deals

• Proactively addresses high churn risk customers or locations, leveraging internal resources and external partners to resolve issues

• Drives customer contract renewals and negotiations to protect revenue

Pipeline Management

• Monitors and provides updates on pipeline and forecast status (‘Five to Forecast’) of each account/opportunity for current and future quarters

• Prioritizes opportunities for short- and long-term pursuit to achieve assigned sales objectives

• Identifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plans

Negotiation

• Leads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible

• Partners with sales leadership to present at regional/global deal review

Qualifications

• Proven years of success in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferred

• Bachelor's Degree required

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Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.