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Senior Partner Account Manager

 

Senior Partner Account Manager

  • JR-127897
  • Waltham
  • Sales
  • Full time
Senior Partner Account Manager

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 10,000+ companies, including 2,000+ networks and 3,000+ cloud and IT service providers in 27 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: We are looking for a Partner Sales Manager that will be responsible for both a New England based territory and several key global partners headquartered in the region. Your goal will be incremental joint funnel growth with priority partners through enablement, account alignment and joint value proposition positioning. You will be joining a highly collaborative dynamic team and environment requiring self-starter skills and working through ambiguity.

Responsibilities

Partner Relationship Management

  • Identifies and establishes contact/relationships with sponsors within prospective partners

  • Ensures the designation and bi-lateral alignment of Executive sponsors

  • Aligns cross-functional internal supporting teams with their peers residing at the partners

Integrated Solutions/ Joint Value Proposition

  • Engages partner and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging

  • Facilitates development and alignment for joint value proposition and bundled offer Go-to-market

  • Achieves agreement on how the companies will communicate during sales pursuits

  • Engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy

Development / Activation & Enablement

  • Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing, ordering support, and QBRs

  • Conducts or participates in the process of Reseller Activation

  • Participates in Global Joint Business Planning

  • Oversees deal registration / tracking process

  • Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and IBX staff

  • Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment

  • Educates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solution

  • Facilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business Plan

  • Leverages executive sponsors appropriately Communications · Tailors 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 channel sales for a technology related company

  • 5+ years of industry specific experience

  • Bachelor's Degree required

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.

Learn more about Equinix:

Who We Are

Magic of Equinix

Stay connected: LinkedIn , YouTube , Facebook , Twitter

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.