Job Information
Equinix Partner Account Director in Denver, Colorado
Who are we?
Equinix is the world's digital infrastructure company, operating over 250data 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 providingan equitable work environment that is foundational to our core values as a company and is vital to our success.
Partner Account Director
Job Summary Recruits, onboards, and manages complex Strategic partner and/or Global Account relationships that have been vetted and prioritized by Business Development, 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.
Responsibilities Partner Recruitment
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
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
Facilitates development and alignment for joint value proposition and bundled offer
Go-to-market
Responsible for GTM Preparation: 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
Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and Q
Partner Relationship Management
Identifies and establishes contact with initial sponsor within prospective partners
Manages long-term relationships with partner
Ensures the designation and alignment of Executive sponsors
Partner Development / Activation & Enablement
Conducts or participates in the process of Reseller Activation
Responsible for identification of Strategic partner supporting reseller community
Business/Pipeline Reviews
Participates in Global Joint Business Planning
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 IBX staff
Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment
Educates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solution
Facilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business Plan
Leverages executive sponsors appropriately
Communications
Tailors message and partner pitch to partner company on how partnering with