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Job Summary

The Senior Director, Partner  Account Management directs and oversees the APAC channel sales objectives and initiatives.  You will set short and long-term channel sales strategies, drives channel partners to execute partner plans, monitor the progress of the partner plans and recruit qualified partners.  The Senior Director works with promotion to increase sales through events and other activities, as well as expand relationships of existing customers.

Manage a global team in the recruitment, onboarding, and management of complex 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

Key Metric Accountability

• Directs and oversees APAC channel sales objectives and initiatives

• Achieve and exceed the APAC channel booking target

• Sets short and long-term channel sales strategies and evaluates effectiveness of current programs

• Responsible for the maintenance and enablement of the existing channel

People Management

• Motivate and manage a team of Partner Development Managers across the region

• Leads and directs the work of others, including internal cross teams and channel partners

• Drive the team to develop and agree with partners for the partner plans, motivate partners to execute partner plans to outperform and generate the best commercial outcome

• Enable and support the team to proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship

• Ensures the team tightly qualifies the leads generated by partners and drives internal sales team and partner sales to create a win-win

Partner Account Management

• Build strong successful relationships with Equinix Channel Partners to ensure we are finding the right partners and enabling them to successfully sell Equinix range of services.  These efforts should result in accelerating the sales volume by reaching a much larger Total Addressable Market

• Able to represent partners’ needs within the wider Equinix team and contribute to a partner-centric culture within Equinix

• Proactively recruits new qualifying partners

• Sells through partner organizations to end users in coordination with partner sales resources

• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement

• Ensures partner compliance with partner agreements

• Drives adoption of company programs among assigned partners

Qualifications

• Bachelors/Masters educational qualifications (plus an MBA as a preference)

• At least 10 year(s) of working experience in the related field is required for this position with focus in the IT Vendor, IT Services Telecommunication/Network or Data Centre industry. Experience or knowledge with Cloud Service Providers is preferred

• People/leadership approach that demonstrates empathy, high performance work ethic, commercial acumen and building of a supportive and focused team culture

• Strong channel, segmentation, GTM skills and good knowledge of the local sales environment, channels and consumer behaviour

• Experience in working in a matrix managed organization

• Tenacity, resilience and emotional intelligence will be highly regarded traits in this role

• Excellent verbal, written and presentation communications skills

• Proven capability to work in a high performance team, highly collaborative; with strong accountability

• Resourceful and agile in an accelerated transformation environment

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.