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Partner Sales Manager

 

Partner Sales Manager

  • JR-129644
  • Amsterdam Z.O.
  • Sales
  • Full time
Partner Sales Manager

Equinix is the world’s digital infrastructure company, operating 240+ 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 77 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 2,000+ networks and 3,000+ cloud and IT service providers in over 32 countries spanning five continents.

Responsibilities 

Partner Development and Recruitment with a special focus on the System Integrators in the Benelux Region

Main responsibilities:

Researches and understands prospective partner’s products and services, relevant proficiencies, and geographic coverage

Evaluates qualifications using Ideal Partner Profile and Targeting Scorecard (includes # customers, related services, # sellers)

Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process, and timeline Integrated Solutions/ Joint Value Proposition

Engages partner 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 prospective partners

  • Leads long-term relationships with partner

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

  • Coordinates 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 collaborators, identifying their business driver to partner with Equinix

Expertly articulates business value of joint value proposition with Equinix

Please apply via the link. We look forward to meeting you!

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, colour, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

View additional Equal Employment Opportunity information here.

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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.