Recruits, develops, and manages partner's relationships to achieve company bookings goals through new and existing channel partners. Works closely with Equinix Field Sales, Corporate Sales, Solution Architects and Sales Engineers to facilitate their support of partner's end user customer needs to ensure partner and customer satisfaction. Works closely with cross-functional team members to drive the solution integration of partner services or creation of complimentary joint offerings. Works closely with Channel Marketing to develop go to market plans to promote joint solution awareness among partner's end user customer base. Oversees channel partner relationships for assigned accounts or manages select Strategic Alliance. Drives overall deal registration, funnel creation and pipeline development. Builds awareness at the Partner Companies and inside Equinix Sales organization of the overall benefits of the partnership and related joint value proposition ("JVP"). Conducts business reviews to track and measure joint progress; facilitates local meetings with Equinix and partner.
Collaborates with cross-functional teams, such as Sales Leadership, Business Development and the Global Accounts Organization, in the identification of strategic alliance partners and definition of initial related 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 packagingResponsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales trainingEstablishes Sales ROE and onboarding plan and achieves agreement on how the companies will communicate during sales pursuitsResponsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs
Partner Relationship ManagementResponsible for identification of Strategic partner supporting reseller community
Business/Pipeline ReviewsParticipates in Global Joint Business PlanningWorks closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and Data Center staffCoordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignmentEducates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solutionFacilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business PlanTailors message and partner pitch to partner company on how partnering with Equinix can help to grow their businessDelivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner with EquinixExpertly articulates business value of joint value proposition with Equinix
Proven years of proven success in channel sales for an internet, network, data center, hyper-scaler or cloud based products or services provider preferredBachelor's Degree requiredSpeak Spanish and Italian