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Senior Business Development Manager, Microsoft Strategic Alliance

 

Senior Business Development Manager, Microsoft Strategic Alliance

  • JR-126524
  • Redwood City
  • Seattle
  • Sales
  • Full time
Senior Business Development Manager, Microsoft Strategic Alliance

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. 

Job Summary: Reporting to the Global Managing Director /Vice President – Microsoft Alliance, this role requires a strong balance of business development, program design & oversight, cross region coordination, staff leadership skills and results measurement. The person in this role must be able to work in partnership with several adjacent teams in Equinix (product, direct sales, channel sales, marketing, solutions architects, business development) to execute measurable key success factors. The position requires a detail-oriented, self-starter with an analytical approach toward growing our important Alliance with Microsoft .

As Sr. Business Development Manager, you are responsible for oversight and coordination of business development activity to include (but not limited to):  Hybrid Cloud, Cable Landing Stations, Blockchain and Payments, IoT and Connected vehicles. The ideal candidate must have 7+ years of strong business development experience building and driving business partner relationships; demonstrated experience to achieve and measure project / product objectives; and proven success in aligning with and enabling global sales teams to generate revenue. The successful candidate will also possess a business background that enables them to drive specific engagement and interaction at the CxO/VP level, as well as a technical aptitude that enables them to easily interact with product managers, engineers and technical architects across global networks and cloud providers.

Responsibilities

Industry Landscape Analysis and Use Case Development

  • Performs economic value analysis as to why Equinix enabled approach provides significant incremental value vs. what is being done today

  • Identifies Buyer Profile of use cases and key purchase criteria

  • Identifies potential call-out for Partner integration in whole offers and works with Channel team to identify and evaluate the options

Customer and Partner Engagement

  • Leads work with accounts/Partners teamed with account and Solutions Architecture teams to create insertion and opportunities to close new business/relationships leveraging standard contract offers

  • Leads global development and execution of a plan to go deep with strategic partners to drive BD programs across EMEA, AP, Americas

  • Demonstrates capability of engaging and leading BD initiatives with the C suite inside of customer/partner and within Equinix

  • Expert in cloud services and how to apply CSP’s value within the Equinix ecosystem such that customer views our platform as their distribution platform

New Services Development

  • Works with Solutions Architecture and product teams to outline high priority feature requirement for existing Markets

  • Provides specific customer and competitive summaries as input to justifying new services development

Metrics and Reporting

  • Builds models to track progress against gate/checkpoint model for gate progress as well as financial initiatives

Go-To-Market Creation and Program Execution

  • Works with channels to build different go-to-market strategies to monetize the go-to-market models

  • Identifies value exchange for potential partners in route-to-market

  • Prioritizes route-to-market models aligned with segment entry strategies

  • Capable of building go to market plans targeted at Specific Partners and Countries within designated geo coverage area

Program Management

  • Leads a virtual team of Business Development members on global basis

  • Establishes communications and coordination framework for virtual team operation

  • Identifies and manages program plan with assistance from program management organization

Field Enablement and Scaling Program Development

  • Builds broad, cross-functional field enablement program for specific initiative area

  • Creates budget and cost estimate for a scalable field enablement model and gains approval

Qualifications

  • 7+ years experience preferred

  • Bachelor's Degree or equivalent experience

At Equinix, we’re tasked with leading in the communities we serve — and doing our part to help keep our communities and our teams safe. Our #IamSafeIBelongIMatter culture transcends and informs all we do. In alignment with our culture, Equinix has implemented a vaccine or test policy that requires employees to show proof of full vaccination or get tested regularly to work onsite in an IBX or office.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you need assistance in applying for an open position, you may send an email to Staffing@equinix.com.  Please provide your contact information and let us know how we can assist you.

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.

(US Applicants)

Please click here to see the “EEO is the Law” poster and supplement.

Please click here to see our EEO Policy Statement.

Please click here to see our Pay Transparency Policy Statement.