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Partner Account Executive 2
Job Summary
Recruits, onboards, and manages Regional (e.g. multi-country in a Region) partner relationships, leveraging Account Plans that will have an integrated Equinix/Partner solution to achieve channel/company new bookings and enterprise new logo growth objectives.
Responsibilities
Partner Management
Partner engagement and enablement
- Researches and understands prospective partner's products and services, relevant competencies, and geographic coverage and evaluates qualifications.
- Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process, and timeline 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
- Identifies and establishes contact with initial sponsor within prospective partners
- Ensures the designation and alignment of Executive sponsors Partner Development / Activation & Enablement
- Facilitates development and alignment for joint value proposition and bundled offer Go-to-market : Joint Business Plan creation.
- Responsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training
- Conducts or participates in the process of Reseller Activation Business/Pipeline Reviews
- Participates in Global Joint Business Planning
- Educates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solution
- Distribution business ramp up in Japan.
Joint demand generation and deal management
- Engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy: Joint marketing plan with partners.
- Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment
- Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs Partner Relationship Management
- Manages long-term relationships with partner
- Oversees deal tagging / tracking process
- Has joint funnel oversight Cross-Functional Collaboration
- Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and Data Center staff
- Facilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business Plan
- 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
- Quotation with configuration pricing and timeline.
Qualifications
- 5+ years of proven success in channel sales for IT hardware, software, and system integration preferred
- 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 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.