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Job Summary

This is a critical role responsible for recruiting and on-boarding Channel Partners with the objective of driving new business and exceeding sales.

Responsibilities

• Recruit targeted Channel sales Partners and facilitate support for Channel Partners embarking on a structured Equinix sales plan

• Provide product and technical support to members of Channel Partner organisations

• Provide program and process support to members of Channel Partner organisations

• Work collaboratively with the wider Equinix sales team to find new opportunities and develop winning solutions in tandem with Partners

• Develop 90 and 180 day sales strategies to exceed sales revenue targets

• Define and implement go-to-market plans in collaboration with Channel Partners

• Identify and formulate lead generation activities with Partner sales organisations and Equinix marketing to identify and qualify new prospects

• Present weekly, monthly and quarterly forecasting, planning and tracking to Sales Management

• Translate Platform Equinix capabilities into high value solution sets and clearly articulate the key drivers, pain points and value points that Equinix resolves

• Partner Enablement - Develop content and collateral, sales presentations, competitive positioning and beat sheets, sales tools, master messaging docs and FAQs, blogs, etc. in support of sales initiatives

• Establish and develop strong relationships between Equinix and its customers and vendors

• Maintain accurate customer/prospect records on Salesforce.com

• Application of Equinix sales methodology to sales execution; and

• Participate in company and industry events

• Achieve targets

Qualifications

Education and Experience

• Relevant tertiary qualifications

• Established track record selling and winning new business in tandem with Channel Partners

• Experience creating high value deals with Channel Partners to achieve/exceed targets

Knowledge, Skills, and Abilities

• Channel and New Business Sales experience gained within the technology industry

• Driven, self-starter with a strong business aptitude and the ability to follow through

• Ability to draw an attack plan and set milestones for execution

• Ability to accurately and reliably forecast and convert opportunities

• Excellent negotiation, communication, and stakeholder management skills with influencers

• Strong relationship building skills with Partners, Customers and Vendors

• Ability to effectively engage with customers’ business and IT teams at all levels, including through presentations, pitches, business case proposals, etc.

• Ability to thrive in a fast paced, high pressured and constantly changing market

• Ability to confidently liaise with and successfully present to senior audiences

• Have an entrepreneurial flair and a true drive to succeed through the success of your Partners

• Have a “can do” attitude, high levels of energy are self-driven and willing to go the extra mile

• Strong knowledge and experience of sales methodologies

• Extensive understanding and experience of selling solutions and identifying new selling strategies and tactics during times of change; and

• Impeccable written and verbal skills and the ability to communicate effectively at C level

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.