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.
We are looking for a dedicated Partner Sales Manager (PSM) to join our Japan team. Your focus will be to grow our market share in the Enterprise space through strategic partnership and alliance with our Strategic Alliance Partners (Strat A) namely AWS, Microsoft Azure, Google Cloud and Oracle Cloud. Ideally, you will be someone who has a “real passion” for building and exploring new business model, building revenue and maximizing relationships with Strat A partners.
Primary day-to-day activities include evangelizing Equinix to these Strategic Alliances and evangelizing these Alliances within an assigned Equinix region’s sales force. The PSM will identify, pursue, educate and enable key alliance field-level salespeople, sales directors, technical managers, pre-sales engineers and other key stakeholders within each Alliance for the assigned region. The primary external mission is to land the Equinix value proposition to such a degree that sellers from the assigned Alliances recognize Equinix insertion points, understand what barriers Equinix can remove for them, and actively drive preference for Equinix with customers who are embarking on, or in the midst of, digital transformation.
The PSM seeks to foster Alliance co-selling to favorably influence end customers to help Equinix achieve country and company bookings goals for the sale of Equinix services and products, both through channel partners and directly.
Maximize sales team / sales team end customer account mapping, deal registration and Alliance-connected pipeline development.
Attain quarterly Alliance Influence bookings quota and quarterly MBOs for assigned region.
Expertly articulate business value of embedding a pro-Equinix message for each assigned Alliance.
Research and understand each assigned Alliance’s country sales organization, geographic/vertical coverage and end customer base as precursors to educating the Equinix Field Team on how each assigned Alliance is organized, compensated and how their remits align to Equinix for the purposes of joint selling.
Function as field-based internal trainer of Equinix Field and Partner Sellers, upskilling their ability to expertly articulate Alliance-connected value
Coach Equinix Field Sales teams on best practices for working sales pursuits with the various Alliances.
Establish contact with and nurture management level relationships between Equinix Field and Partner Sales Management and their most appropriate peers at assigned Alliances.
Identify near term end user potential opportunities as first targets through use of approved Joint Account Mapping.
Monitor Alliance Influence SalesForce.com hygiene on a regular basis, communicating with Partner and Field Sales Directors on status of their Alliance-connected funnel growth and Alliance Influence bookings yield.
Co-ordinate GTM execution with local and regional Equinix Partner Sales teams and continuously manage alliances performance metrics and outcomes.
Leverage Equinix Channel Marketing Funds to drive demand generation activities that produce the highest possible return on investment.
Support Strat A partners regional events including AWS/Microsoft/Google Summits, Oracle Cloud Forums
B.S., B.A. or equivalent required.
10+ years proven success in channel sales for internet, network, data center, hyper-scaler, or cloud-based products or services preferred
Fluent in English and Japanese language.
Proven track record of quota attainment and acceleration.
Technical sales acumen a must.
Experienced in driving alliance partner relationships across a range of activities ( solution/product alignment, JVP development, marketing program/activities management as well as sales engagement)
Outstanding ability to balance internal customers (Equinix field sales) with external constituencies (assigned Alliances).
Demonstrated success developing multi-threaded relationships with large global Alliances from the ground up.
Highly polished written communication skills.
Superior verbal communication skills. Ability to translate technology features into business benefits.
Strong presentation skills to audiences large and small, ability to act as natural ambassador for Equinix.
Strong initiative, organization and prioritization skills with the proven ability to work in a self-directed environment.
Must bring energy and passion as an internal and external advocate for Equinix’s rapidly evolving partner sales motion.
Strong knowledge of Salesforce.com expected.
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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