The VP of Platform Alliances at Microsoft is responsible for the overall sales and delivery accountability of our most strategic and valued partners by fostering trusted advisor relationships. This leader will align technical and go-to-market partnerships to expand solution reach, accelerate new business, and drive revenue growth and protection in key markets across all selling motions: sell-to, sell-with, and sell-through. Additionally, this leader will plan and manage multi-year growth campaigns orchestrating our go-to-market strategies with Microsoft. 

Key Responsibilities: 

• Lead Microsoft Alliance strategy to grow solution sales: Drive joint revenue and go-to-market opportunities (e.g., joint solution development, go-to-market programs, awareness initiatives) to achieve revenue growth while ensuring comprehensive portfolio selling

• Accelerate platform integration efforts: Nurture relationships with Microsoft to enhance our strategic value, maximize joint opportunity, fuel platform integration efforts, and enhance profitable long-term growth  

• Manage targets: Ensure accurate business forecasting and deliver on global quarterly and annual revenue objectives

• Ensure execution excellence: Bridge long-term Microsoft strategy to execution, providing the team with direction, information, resources, and support for successful field execution

• Streamline accountability: Serve as a single point of accountability for the Microsoft Alliance to enhance the alliance experience 

• Coordinate negotiation of technology & business agreements 

• Understand Market Dynamics: Stay informed on current and future industry/partner needs, driving programs that meet short- and long-term objectives for Equinix and its partners

• Define and track OKRs: Define and track OKRs for financial performance, execution excellence, customer and partner satisfaction for Alliances, holding the team accountable for performance results

• Foster a collaborative, transparent, and entrepreneurial culture, one that embraces coaching, is inclusive, and has a strong focus on the belonging, growth, and development of all its team members 

• Build and motivate diverse teams, uniting the organization and stakeholders around a shared vision

Skills, Experience, & Qualifications: 

• Extensive experience in developing strategic partnerships

• Strong technical foundation, including an in-depth working knowledge of enterprise software and data center infrastructure

• Experience managing-suite level clients and partner relationships in large, complex, global, and multi-disciplinary environments

• Experience selling across a breadth of industries, network providers, cloud and IT services, SaaS providers, and financial services companies

• Strong cross-functional and multi-regional operating experience with a motivational and relationship-focused management style 

• Proven ability to develop business plans and scale partner relationships, with true P&L responsibility

• Business savvy, balancing a holistic view of the business and the market with significant technology and commercial acumen

• Exceptional ability to operate in a highly matrixed environment, collaborating and cultivating deep relationships to deliver customer value

• Adept at inspiring behavior change by motivating teams, planning initiatives, designating priorities, and making decisive choices when faced with ambiguity

• Focused on execution and results-establishing high standards for performance, setting goals, developing detailed global account plans, following through, and holding people accountable for results

• Change agility: Able to influence and drive change

• Strong decision-making, analytical, and problem-solving skills- Strong negotiation and team-building skills, with the ability to create consensus among cross-functional teams and leaders