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Partner Sales Manager - Federal, Cloud Alliances

 

Partner Sales Manager - Federal, Cloud Alliances

  • JR-124323
  • Ashburn
  • Sales
  • Full time
Partner Sales Manager - Federal, Cloud Alliances

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: Recruits, onboards, and manages Regional (e.g. multi-country in a Region) partner relationships (reseller, referral, and agent), leveraging Account Plans that will not have an integrated Equinix/Partner solution to achieve channel/company new bookings and enterprise new logo growth objectives.

Responsibilities

Partner Recruitment

  • Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage
  • Evaluates partner competencies and qualifications (includes # customers, related services, # sellers)
  • Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process and timeline

Integrated Solutions / Joint Value Proposition

  • Communicating the Joint Value and Integrated messaging partner best practices
  • Determine joint selling strategy
  • Coordinate development of initial partner business plan
  • Create high level marketing plan: PR, briefings, webinars, sales & technical training, incentives/campaigns
  • Identify operational requirements to  price,  size, order within partner processes/systems
  • Establish practices for account health management

Go-To-Market

  • Communicates Sales ROE and onboarding plan and confirms agreement on how the companies will communicate during sales pursuits
  • Selectively engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy

Partner Relationship Management

  • Identifies and establishes contact with initial sponsor within prospective partners
  • Manages long-term relationships with partner
  • Ensures the designation of Executive sponsors

Business / Pipeline Reviews

  • Participates in Regional Joint Business Planning
  • Participates in deal tagging / tracking process
  • Has joint funnel oversight

Cross-Functional Collaboration

  • Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, and Marketing
  • Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution
  • Leverages executive sponsors appropriately

Communications

  • Delivers message and partner pitch to partner company on how partnering with Equinix can help to grow their business
  • Delivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner with Equinix
  • Expertly articulates business value of joint value proposition with Equinix

Qualifications

  • 10+ years of proven success in Federal Direct or Channel sales for an internet, network, data center, hyperscaler or cloud-based products or services provider preferred
  • Bachelor's degree preferred

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 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. 

Visit our Career page here to understand about Equinix COVID-19 Vaccine Policy.

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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.