We are seeking a dynamic Senior Director to lead our technical sales team, dedicated to driving global Alliances revenue and fostering strategic Channel partnerships. This high-profile position plays a crucial role engaging with our largest customers and most important partners. In this role, you will oversee a technical team that represents our go-to-market initiatives and serves as a trusted advisor to key platform partners

​Responsibilities

• Partner with the Platform Alliances and Channel selling and GTM teams to achieve and exceed global bookings and revenue targets, prioritizing customer short term business outcomes as well as long term expansion and partner growth strategies.​
• Establish a team of technical trusted advisors that support Senior Client Executives and Partner Account Managers and their ability to influence decision making with senior and C-Level executives.​
• Ensure a team of technical SMEs in the strategic platform customer and partner’s domain, including Global Solutions Architects and Sales Engineers that earn their certifications to better understand their business, speak their language, and advance their ecosystem opportunities on Platform Equinix.​
• Helicopter into conversations with C-Level executives around business outcomes while switching to very technical conversations about solutions and use cases that drive future transformational solutions. ​
• Lead engagement of extended Equinix global technical community to provide coordinated strategy and superior customer experience wherever our customers need us.​
• For both Platform Alliances and Channel Partners lead a team of Global Solutions Architects and Sales Engineers that helps unlock and advance joint innovation, and through multiple routes to market.​
• Advance technical requirements and solutioning for joint innovation and market offers, partnering with various product and development teams at both Equinix and at within our partner’s organization, ideating, innovating, testing, and validating solutions for intended partner pursuits.​
• Define the power of the possible with our prioritized Channel Partners in the AMER region​
• Drive advanced training/learning for Equinix, customers and extended partner community audiences.​
• Gather feedback for new and emerging capabilities to determine potential business planning, route to monetization, and proofs of concepts validation work.​
• Support partner GTM activities and evangelism, including speaking engagements, blogs, webinars, trainings, analyst briefings, roadshows, and customer event opportunities. ​
• Lead and develop a team of senior and high-performing Technical Solutions Architects and Sales Engineers dedicated to our Platform Alliances and Channel segments​
• Lead proactive support for field sales opportunities which require joint solution-specific expertise in customer meetings, while leveraging these opportunities to scale field technical engineering resources to become self-sufficient, both inside Equinix and for partner-led customer opportunities​
• Coach and mentor the team to high performance, customer and partner outcomes, growth and development and a winning-together mindset​

Qualifications

• Demonstrated track record in technical sales or solutions engineering organizations, with a history of leading partner-specific technical GTM teams
• Senior technical background in the data center industry, including infrastructure experience with networking, hybrid cloud architectures, and AI-ML solutions
• Deep tenure and experience with customers and partners in the service provider and channel segment
• Familiarity with Platform Equinix global data center footprint and interconnection portfolio
• Experience leading teams supporting top tier customers and partners segmentation with high degree of executive visibility.
• Strong understanding of how to leverage partner ecosystems to build and validate solutions for GTM scale.
• Experience with recurring revenue, sales complexity, solution selling, and enabling platforms for B2B target audiences
• Experience leading teams to sell to different personas and lines of business across strategic account with global footprint.
• Strong team leadership and communication skills, including Equinix storytelling, motivating customers, partners and internal teams
• Highly adept at strategic customer, service provider, and partner engagement skills
• Skilled at stakeholder engagement and collaboration across sales, marketing, product, success, and partner GTM teams.
• Fosters a culture of continuous technical learning and brings an innovation-oriented mindset to solutions development propositions with partners.
• Ability to share and scale platform-partner related, better-together solutions and reference architectures to enterprise-based customers and field selling teams​