In this position you will build and develop the Strategic Channel Partner business with OBS for the world-wide territory and by that identify, prospect and generate new business for all EQUINIX verticals. You will expand sales footprint with OBS Strategic Partnership, leverage partners’ existing relationships with end users, package complimentary services to drive mutually beneficial sales. Focus is to drive “sell through” and “sell with” relationships with OBS.
Equinix is the world’s digital infrastructure company, operating 220+ 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 72+ 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.
Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process, and timeline Integrated Solutions/ Joint Value Proposition
Engages OBS and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging
Facilitates development and alignment for joint value proposition and bundled offer Go-to-market · Responsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training
Establishes Sales ROE and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits · Engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy
Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs Partner Relationship Management
Identifies and establishes contact with initial sponsor within OBS · Manages long-term relationships with OBS
Ensures the designation and alignment of Executive sponsors Partner Development / Activation & Enablement
Conducts or participates in the process of Reseller Activation Business/Pipeline Reviews · Participates in Global Joint Business Planning
Oversees deal tagging / tracking process · Has joint funnel oversight Cross-Functional Collaboration
Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and IBX staff
Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment · Educates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solution
Facilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business Plan
Leverages executive sponsors appropriately Communications
Tailors message and partner pitch to partner company on how partnering with Equinix can help to grow their business
Delivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner with Equinix
Expertly articulates business value of joint value proposition with Equinix
Who are you?
Proven success in channel sales for an internet, network, data center, hyperscaler or cloud-based products or services provider preferred
Bachelor's Degree, or equivalent experience preferred
Extensive experience in strategic OBS development roles
Demonstrable track record of building OBS business successfully in a fast-growing environment.
Key relationships with numerous of strategic stakeholders at OBS is a big plus
Ability to influence business leaders (internally and externally)
Intercultural understanding and global cooperation ability
Excellent interpersonal & negotiation skills
Transparent in communication, pro-active communication behaviour
Fluent in French and English in speaking and writing
Someone who understands that Equinix invent / create a channel model and that the traditional channel models are not totally replicable in our industry
Someone ultra-motivated by the challenge of this role, by the castle that we are building together and the market to conquer
Able and willing to travel
What we offer
Next to a competitive salary, sales incentive plan and attractive benefits we offer you the opportunity to leave your mark in a company that is growing quickly and still manages to keep a pioneering spirit. Equinix offers a company culture that values commitment, respect and fun at work.
Want to learn more or apply?
Please use the link to our career web page to apply, so we can get back to you as soon as possible.
We look forward to meeting you!
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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.
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.
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