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Federal Partner Sales Manager - Systems Integrators

 

Federal Partner Sales Manager - Systems Integrators

  • JR-124323
  • Ashburn
  • Sales
  • Full time
Federal Partner Sales Manager - Systems Integrators

Federal Partner Sales Manager – System Integrators

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 are a fast-growing global company with 70+ consecutive quarters 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 26 countries 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.  

Job Summary:

Recruits, onboards, and manages Federal partner relationships (reseller, referral, and agent), leveraging Account Plans that will not have an integrated Equinix/Partner solution to achieve channel/company new bookings and enterprise new logo growth objectives.

Responsibilities:

  • FSI Partner Management: Develop strategic relationships with key partners in the FSI community - from technical individual contributors, and product developers to C-level executives - and generate interest in Equinix’s products/solutions to increase the revenue generated through existing and developing partnerships
  • Pipeline Development: Drive Equinix’s partner pipeline from demand generation to close, in close collaboration with our Federal Leadership team.
  • Business Planning: Generate and drive sales through the development and management of a Partner Go-To-Market strategy that includes a partner business plan and aligns with our corporate and sales strategy
  • Partner Engagement: Drive the development of partner service offerings, high-value engagements, and solutions by engaging directly with partners and clients in support of the DoD/IC/Fed CIV ecosystem

Qualifications:

  • 10 years + experience working with Federal Systems Integrator Sales, Strategic Alliances, and Federal Programs with a strong record of success working for small and large companies
  • Experience in selling into Federal Programs; experience with Managed Services and Professional services a plus
  • Strong history of teaming and joint solutions development with the OEM, Federal Systems Integrator, and Consulting marketplace
  • In-depth knowledge of government purchasing and contract protocols, Federal procurement standards, and acquisition processes
  • Strong knowledge of major upcoming Federal Programs, the capture and solutions organizations, vehicles, strategic initiatives, and funding sources associated with those programs
  • C-Level relationships with federal system integrators, including Northrop Grumman, Lockheed Martin, General Dynamics, BAE, Boeing, Raytheon, Leidos, SAIC, Peraton, L3Harris, Booz Allen Hamilton, Deloitte, Accenture Federal Services, CACI, Jacobs
  • Proven track record of meeting and exceeding sales quotas
  • Demonstrated experience building relationships and campaigns with Alliance Partners
  • Possess the drive to succeed and participate in the growth of an exciting, fast-paced company
  • Has a deep understanding of the Federal industry and ecosystem, including their pain points, and regulatory requirements
  • Exceptional written and verbal communication skills
  • Strong negotiation skills
  • Must be a US Citizen

At Equinix, we’re tasked with leading in the communities we serve — and doing our part to help keep our communities and our teams safe. Our #IamSafeIBelongIMatter culture transcends and informs all we do. In alignment with our culture, Equinix has implemented a vaccine or test policy that requires employees to show proof of full vaccination or get tested regularly to work onsite in an IBX or office.

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. 

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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)

Please click here to see the “EEO is the Law” poster and supplement.

Please click here to see our EEO Policy Statement.

Please click here to see our Pay Transparency Policy Statement.