Partner Sales Support Associate

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.

The PSM SSA is a partner facing role with the responsibility to guide opportunities through the quote process from deal registration to sales order signing on behalf of the Reseller.  This role will rely on various internal sales support teams for various portions of the quote process but will be on point as the “facilitator” of the opportunity. 

PSM SSA will Support PSMs with Reseller accounts Pre-sales activities related. Partners require such support for various reasons including quoting/ deal registration system access issues, quote complexity, traveling, knowledge/training, and exceptional high volume of quotes.

• Provide On-demand support for Opportunities related queries for unidentified end user deals scenario

• Support & Coordinate Account related activities

• Collaborate closely with end user Sales Support Associate to facilitate the deal progress

This position will handle administrative tasks for Partner Sales Managers related to Quotes / legal Agreements and customer facing tasks (e.g., gathering requirements from Partners, responding to emails and phone calls, deal with any customer complaints and resolves the issue as necessary).

While the key responsibility is shepherding all quotes to booking and thus, generating revenue for Equinix, when applicable the job may also require working with Customer Service Managers to support them on revenue related activities, in pre-sales activity or escalation context.

The job is therefore a key business associate for Partners Sales Managers, Partners Sales Engineers and Customer Service Managers.

Daily activities include:

Pre-Sales Administration and Transactions Coordination

• Coordinate all pre-sales activity for small and medium size customers 

• Collect complete and correct data upfront

• Coordinate activities with end user Sales Support Associate for identified deal registrations

• Internally & Externally advocating Channel & Sales processes, system & policies

• Validate quoting info provided by Partners for unidentified end users

• Follow up directly with the Partner on any clarifications or additional info required to accurately generate quote

• Monitor and manage sales support queues in Salesforce

• Keep systems up to date with customer information and legal documents                                                                     

• Manage cases according to regional Case Management guidelines                                                      

• Oversee quote approval process                          

• Work with the Partner Account Managers to ensure pricing agreements are in place and accurate

• Provide support to the PSM in generating legal agreements in SFDC and submitting nonstandard term requests to Legal (e.g. for MCA, GTC, Policies)

• Direct deal support and triage function into the QSS organization

• Shepherding paperwork through approvals process; monitoring SLAs and escalating as necessary

• Assisting Partners with quote revisions

• Working with Partner to follow up with customer for signatures

• Working to move any quote/agreement that get “stuck” in the process

• Working cross functionally with Legal, Billing, Customer Care and IBX OPS

• Delivering job aids/FAQs to PSM

• Partner pre-sales relationship management

• Renewals - pricing support

Deal Coordination:

• Act as a Facilitator for Partners on deals coordination

• Follow up on quotes and orders

• Assist with Partner questions via email or phone

• Assist with gathering preliminary QBR info in a pre-sales context

• Participate in face-to-face Partner meetings as trusted pre-sales advisor together with Sales

Sales Systems and Processes Support:

• Deliver refresher trainings to the Partner to address knowledge gaps

• Communicate process improvements and enhancements to Partner teams

• Provide guidance on Channel best practices & policies

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 essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

We look forward to meeting you!