Director, Partner Account Management
Ashburn, VA 
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Job Description
Director, Partner Account Management

Equinix is the world's digital infrastructure company, operating 200+data centers across the globe andproviding 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 area fast-growing global company with 70+consecutivequarters of growth.Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providersin over 26countries spanningfivecontinents.

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 providingan equitable work environment that is foundational to our core values as a company and is vital to our success.

We hire talented people who thrive on solving hard problems and give them opportunities to hone new skills, try new approaches, and grow in new directions. Our culture is at the heart of our success and it's our authentic, humble, gritty people who create The Magic of Equinix. We share a real passion for winning and put the customer at the center of everything we do.

The Partner Sales Director's (PSD) chief responsibility is to lead a successful team of Partner salespeople to accelerate Equinix's bookings growth through and with Partners. Within the framework of Equinix selling practices, the role will primarily drive optimization and activation of a prioritized partner base, while on occasion accelerating the development of new partners deemed integral to Equinix's pursuit of public sector clients. The PSD will frequently engage externally with peers at Partners managed by her/his team, helping establish deeper, multi-level relationships with priority partners. The PSD will manage partner sellers based in the Washington D.C/Northern Virginia area with responsibility for assigned partners, and coach to increase partner production within the Federal Government. The PSD will act as an adjunct member of the Equinix Government Solutions (EGS) Field Sales Leadership team, regularly engaging with peer EGS Sales Directors, and EGS Regional Vice President.

Directs a regional team of Partner 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.

The ideal candidate will have proven success leading a channel sales team as overlay to a geographically dispersed group of Field Sellers and managing a wide variety of partner types.

Responsibilities

  • Exceed quarterly and annual partner bookings quota, new logo objectives, goals for partner-connected sales, targets for partner deal registrations.

  • Coach each direct report to achieve their personal quarterly and annual bookings quota, new logo objectives, targets for partner deal registrations and quarterly MBOs.

  • Foster a culture of #inserviceto three constituencies: our Partners, our Field Sales teams and our shared end customers.

  • Work closely with Partner Programs, Partner Marketing, Partner Enablement, Global Solutions Architects, Systems Engineers, and Customer Service Managers in a fast-paced, still-evolving, cross-functional team environment to deliver a superior experience to our Partners.

  • Contribute insights to Equinix channel sales policy development and process improvements.

  • Establish direct contact with priority Partners at mid and senior levels, demonstrating strong sales and marketing skills in those interactions.

  • Assisting team in maximizing partner-Equinix Joint Account Mapping to beget increased deal registrations and fill partner-connected sales funnel for Americas Field & Corporate Sales.

  • Strategize with Regional Sales Leadership how to maximize Partner - Equinix Field Sales Leader alignment and oversee implementation of that plan for the EGS Field Sales Leadership.

  • Become the primary channel liaison for EGS Field Sales Directors, instituting routine cadence to jointly monitor regional partner sales progress, resolve challenges, and manage escalations.

  • Role model expertly articulating the business value of either reselling Equinix or selling with Equinix and ensure all direct reports are highly competent in delivering these messages.

  • Develop, maintain, and strengthen business relationships with key leaders in Service Integrators, Resellers, NSP's, Tech Alliance and Cloud Alliance industry players in the Public Sector markets.

  • Ensure team is both educated on alliance-connected value propositions with Microsoft, Oracle, Amazon, Dell, HP, Cisco and others, and routinely seeking out leverage and synergies with these influencers in their reseller partner interactions.

  • Monitor SalesForce.com partner-connected deal registrations and bookings, working closely with direct reports and Field Sales leadership to continuously update partner-connected deal status and forecast.

  • Instill disciplined cadence of partner pipeline reviews and monthly governance calls with the Partner Development Managers and prioritized Partners.

  • Interview, hire, train, and performance manage partner sales employees as required.

  • Guide team to prioritize spends of time and dollars; approve travel and expenses for optimal use of company funds.

  • Proactively seek out areas of improvement in Equinix's Partner Sales efforts, map action plans to address, and enlist others as appropriate to achieve positive change.

Qualifications

  • Bachelor's degree or equivalent with 10+ years of proven success in channel sales for technology, internet, network, data center, hyperscaler, or cloud-based products or services.

  • 5+ years of sales management experience in high technology with particular depth in channel sales across multiple channel types.

  • 5+ years of Government sales experience.

  • Proven track record of driving channel sales quota attainment across a team.

  • Skilled in departmental management, performance management, and negotiation.

  • Demonstrated success developing large global channel partners from the ground up.

  • Superb written communication skills.

  • Superior verbal communication skills. Ability to translate technology features into business benefits.

  • Polished presentation skills to audiences large and small; highly articulate ambassador for Equinix Partner Sales.

  • Strong initiative, organization and prioritization skills with the proven ability to work in a self-directed environment.

  • Flexible, innovative, and able to respond appropriately in a time-critical environment.

  • Innate energy and passion for a role as advocate for Equinix's channel sales journey.

  • Talented cross-functional collaborator able to readily develop trusted relationships and rapport.

  • Experience driving integrated solutions that bundle partner services to create joint offerings.

  • Ability to creatively contribute to and coach employees on how to develop go-to-market plans to promote joint solution awareness among partner's end user customer base.

  • Proficient in MS Office products and strong knowledge of Salesforce.com expected.

  • In-depth knowledge of the internet and telecommunications industry, cloud, financial services and digital content/media.

  • This position will ideally be located in the Washington DC/Northern VA area.

  • Able to travel as required.

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.

 

Job Summary
Company
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Education
Bachelor's Degree
Required Experience
5+ years
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