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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 Senior Manager, Technology Alliances drives development and achievement of Technology Alliance-connected Partner sales for the Region. You will provide leadership and translate the agreed GTM into an effective Channel Sales Strategy across your assigned Region. You will provide management oversight of a virtual team of Technology-Alliance focused Partner Sales Managers aligned to territories within the region, centrally managing regional funnel development to maximize bookings with our Technology Alliances, most notably: Dell, HPE, and Cisco. This to include responsibility for the regional forecasting of Equinix resell with these prioritized Alliances.
Owns the development and execution of the partner sales strategy for Technical Alliances for the region
Oversees priority emphasis on Technology Alliance resell while still managing Alliance Influence referral in a combined funnel of all sales motions in conjunction with the PSMs, Field & Corporate sales teams assigned to territories within the region
Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, regional funnel management, and QBRs
Manages long-term relationships with key leaders at the Technical Alliance regionally
Working closely with Global and Regional Partner Programs, establishes Sales ROE and achieves agreement on how Equinix and Alliances will communicate during sales pursuits
Maintains, In coordination with PSMs, the heat-map of key downstream resellers of the Technical Alliances for the region and actively sponsors “Power of 3” discussions with resellers Equinix and our Technology Alliances have in common
Supports PSMs in funnel creation and subsequent deal conversion to achieve established quotas
Acts as a single point of contact, where needed, for executive Sales engagement on GTM, at regional level
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
Engages Partner Marketing to coordinate the development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Technical Alliance alignment
Educates 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
Expertly articulates business value of joint value proposition with Equinix
Provides escalation management, as resale ramps up, for Day 2 support, billing and ordering support
10+ years proven success in channel sales for internet, network, data center, hyperscaler, or cloud-based products or services
Proven success in Partner Development, Alliance Management or Business Development working collaboratively with partners to deliver incremental business
Consistent track record of channel sales quota attainment and acceleration.
Demonstrated success developing large regional channel partners from the ground up
Superior verbal communication skills. Ability to translate technology features into business benefits
Strong presentation skills to audiences large and small, highly articulate ambassador for Equinix Partner Sales
Strong initiative, organization and prioritization skills with the proven ability to work in a self-directed environment
Brings energy and passion to the role as advocate for Equinix’s emerging channel sales effort
Skilled in MS Office products and strong knowledge of Salesforce.com expected
Bachelor’s degree preferred
Ability to travel as needed
Equinix is an equal opportunity employer. All 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.
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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.
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