.Equinix is the world's digital infrastructure company, operating over 200 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners, and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences, and multiply their value while supporting their sustainability goals.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.What you will be doingDirects a regional team of Managers in the recruitment, onboarding, and management of partner relationships (reseller, referral, agent, and strategic partners), focusing on leveraging Account Plans to drive enterprise market adoption of integrated Equinix/Partner solutions to achieve channel/company new bookings and enterprise new logo growth objectives.ResponsibilitiesDirects all activities in support of the collaboration 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.Directs the engagement of partners and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging.Directs the development and alignment for joint value proposition and bundled offer.Directs GTM preparation and execution, including: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training.Establishes Sales ROE and onboarding plan and 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.Directs GTM execution, including: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs.Directs the identification and establishment of contact with initial sponsor within prospective partners.Directs the management of the long-term relationships with partner.Directs the team to ensure the designation and alignment of Executive sponsors.Directs all aspects of partner development including creating awareness of value of Equinix platform, definition of joint value propositions, and resulting reseller activation.Directs all aspects of Business/ Pipeline review with specific focus on, Global Joint Business Planning, Deal tagging / tracking process, and Joint funnel oversight
