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Job Summary

Recruits, onboards, and manages Federal partner relationships (reseller, referral, and agent), to achieve channel/company new bookings and federal agency 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 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

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.