Job Summary 

Recruits, onboards, and manages State, Local, and Education partner relationships (reseller, referral, and distribution), to achieve channel/company new bookings and new logo growth objectives. 

Responsibilities 

• FSI Partner Management: Develop strategic relationships with key partners in the FSI community - from technical individual contributors, and product developers to C-level executives - and generate interest in Equinix’s products/solutions to increase the revenue generated through existing and developing partnerships 

• Pipeline Development: Drive Equinix’s partner pipeline from demand generation to close, in close collaboration with our Federal Leadership team 

• Business Planning: Generate and drive sales through the development and management of a Partner Go-To-Market strategy that includes a partner business plan and aligns with our corporate and sales strategy 

• Partner Engagement: Drive the development of partner service offerings, high-value engagements, and solutions by engaging directly with partners and clients in support of the DoD/IC/Fed CIV ecosystem 

Qualifications 

• 10 years + experience working with Federal Systems Integrator Sales, Strategic Alliances, and Federal Programs with a strong record of success working for small and large companies 

• Bachelor's degree required 

• Experience in selling into Federal Programs; experience with Managed Services and Professional services a plus 

• Strong history of teaming and joint solutions development with the OEM, Federal Systems Integrator, and Consulting marketplace 

• In-depth knowledge of government purchasing and contract protocols, Federal procurement standards, and acquisition processes 

• Strong knowledge of major upcoming Federal Programs, the capture and solutions organizations, vehicles, strategic initiatives, and funding sources associated with those programs 

• C-Level relationships with federal system integrators, including Carahsoft , Northrop Grumman, Lockheed Martin, General Dynamics, BAE, Boeing, Raytheon, Leidos, SAIC, Peraton, L3Harris, Booz Allen Hamilton, Deloitte, Accenture Federal Services, CACI, Jacobs 

• Proven track record of meeting and exceeding sales quotas 

• Demonstrated experience building relationships and campaigns with Alliance Partners 

• Possess the drive to succeed and participate in the growth of an exciting, fast-paced company 

• Has a deep understanding of the Federal industry and ecosystem, including their pain points, and regulatory requirements 

• Exceptional written and verbal communication skills 

• Strong negotiation skills 

• Must be a US Citizen 

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