Partner Sales Manager, Tokyo - パートナーセールスマネジャー（東京）

Who are we?

エクイニクスは、情報化社会が成長し繁栄していくための環境の提供を目指して1998年に設立され、世界各地5大陸44都市で世界No.1のデータセンターとインターコネクション（相互接続）を展開するグローバルカンパニーです。日本では、東京10拠点、大阪1拠点でデータセンター事業をコアとして、お客様のITインフラ構築、運営を支える様々なサービスを展開しています。インターコネクション（相互接続）によってお客様やパートナー企業同士が相互につながり、エコシステムが生まれ、新たなビジネスチャンスをもたらしています。エコシステムは日々広がり続けています。
情報が原動力となる世界で常に新しい分野を切り拓き拡張を続ける中、当社は業界で最高の人材を見つける決意を新たにしています。わくわくするペースの速い環境において、ビジョンをもち業界をリードする会社で働くことに情熱をお持ちの方は、ぜひ当社のチームにご参加ください。エクイニクス・ジャパンの詳しい情報は、https://www.equinix.co.jp/company/をご参照ください。

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 area fast-growing global company with 70+consecutivequarters 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 26countries 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 Profile Summary

Recruits, onboards, and manages partnerships at a Global level for select large MSP and System Integrators Partners through them drive enterprise market adoption of integrated and joint solutions as well as go to market strategies, thereby achieving assigned new bookings and new logo and revenue growth objectives for the company. Ideal candidate will have 10+ years of sales experience preferably in partner account management role with at least 3 years of relevant Managed Service Providers (MSP) and System Integrator experience.

Responsibilities

Partner Recruitment / Onboarding

• Collaborates with cross-functional teams, such as Sales Leadership, Business Development, and field sales organization, in the definition of initial related joint value propositions and formulation of account plans and joint business plans

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 of joint solutions and joint value propositions based on Power of 2 (Equinix + Partner) and Power of 3 (Equinix + Partner + Strategic / Technology Alliances such as Cloud, Network or Technology Providers)

Go-To-Market

• Responsible for Go To Market (GTM) Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training
• Establishes Sales Rules of Engagement and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits
• Engages Channel Marketing and coordinates development of go-to-market strategies at a global, regional, and country level.
• Enables and supports regional and country level partner sales managers in the development and execution of local GTM and first deal strategy·
• Responsible for GTM Execution including but not limited to pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs

Partner Account Management

• Identifies and establishes regular senior level executive connects. Additionally, leverages Equinix executives to develop 1:1 senior level relationship paving way for long term success.
• Ensures the designation and alignment of Executive sponsors
•  Identifies and manages relationships with senior sales, presales, and practice leaders in target accounts to drive thought leadership and adoption of Platform Equinix.
• Influences partner’s roadmap and strategic practice development on Equinix to build targeted product and sales strategic that help grow field sales engagement and pipeline.
• Leads / works with Equinix channel and field sales teams on sales opportunities, both reactive (RFP based) as well as proactive land and expand opportunities to meet quarterly and annual booking   objectives.
• Provides weekly, quarterly and annual forecasts as per set company practices

Partner Development / Activation & Enablement

• Conducts or participates in the process of Reseller Activation
• Responsible for identification of Strategic partner supporting reseller community

Business / Pipeline Reviews

• Participates in 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

Internal Collaboration

• Develops and communicates Partner Account Plans with all relevant internal stakeholders both within the Global Channel organization as well as cross-functional resources supporting the account.
• Conducts regular team meetings to facilitate collaboration and knowledge sharing among the team members supporting the account

Qualifications and Expertise:

• Recent and deep-dive working knowledge with any of the Managed Service Providers (MSP) and System Integrators
• Min 10+ years of experience in the IT, Software or Networking Industry managing Partners.
• Demonstrated a good understanding of Private/Public/Hybrid Cloud Framework and how each accelerates business growth
• Fast learner with creativity, possess also a positive mine-set at all times.
• Experience working in a Matrix managed organization
• Excellent verbal, written and presentation communications skills in both English and Japanese
• BA/BS degrees or equivalent practical experience

【勤務地】東京　日本橋オフィス

【雇用形態】正社員

【勤務時間】 9：00-18：00 　※フレックスあり

【休日休暇】＜年間休日約120日以上＞
　■完全週休2日制（土・日・祝日）
　■年末年始（12/29～1/3）
　■年次有給休暇（入社日に該当日数を付与、初年度最大12日）
　■病気休暇
　■試験休暇
　■忌引休暇、他

【待遇・福利厚生】
　■給与改定年1回
　■賞与年1回
　■従業員自社株式割引購入制度
　■各種社会保険完備（雇用、労災、健保、厚生年金）

　　健保保養施設、フィットネスクラブ補助、

　■ネクストステージチャレンジ手当/休暇（永年勤続者対象）
　■資格取得支援制度
　■公認クラブ活動支援制度
　■メンタルヘルスカウンセリング
　■慶弔見舞金（結婚祝金、出産祝金、弔慰金等）他
 

☆わたしたちが大事にしていること

「顧客満足度を高めるには、まず従業員満足度を高めること」が当社の考え方。

グローバルで成長を続ける当社では、「THE Magic OF EQUINIX」というグローバルの社員間で共通の“魔法の言葉”を持ち、それをわたしたちの普段の行動指針としています。

そのひとつがが「みんなのために」ひとりでやれることには限度があります。お客様をサポートするのと同じようにチームメンバーもサポートすることにより、より大きな成果を上げることができるという考え方です。

☆エクイニクスについて
　エクイニクスは、情報化社会が成長し繁栄していくための環境の提供を目指して1998年に設立され、

世界各地5大陸44都市で世界No.1のデータセンターとインターコネクション（相互接続）を展開するグローバルカンパニーです。

日本では、東京10拠点、大阪1拠点でデータセンター事業をコアとして、お客様のITインフラ構築、運営を支える様々なサービスを展開しています。

インターコネクション（相互接続）によってお客様やパートナー企業同士が相互につながり、エコシステムが生まれ、新たなビジネスチャンスをもたらしています。エコシステムは日々広がり続けています。
情報が原動力となる世界で常に新しい分野を切り拓き拡張を続ける中、当社は業界で最高の人材を見つける決意を新たにしています

。わくわくするペースの速い環境において、ビジョンをもち業界をリードする会社で働くことに情熱をお持ちの方は、ぜひ当社のチームにご参加ください。

エクイニクス・ジャパンの詳しい情報は、https://www.equinix.co.jp/company/をご参照ください。

お問い合わせ先

採用担当:APAC-jp-ta@ap.equinix.com