Partner Sales Manager - Federal Technology Alliances

Responsibilities

Partner Recruitment

• Researches and understands prospective partner’s products and services, relevant competencies, 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

• Manages 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

• 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

Qualifications

• 5+ years of proven 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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