Partner Account Executive 1

1 month ago

London, Greater London, United Kingdom Equinix Full time

Who are we?

Equinix is the world's digital infrastructure company, operating over 250 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.

Partner Account Executive 1

Job Summary

Recruits, onboards, and manages country specific (UK, Germany, France and The Netherlands) partner relationships (reseller, referral, and agent), leveraging Account Plans that will not have an integrated Equinix/Partner solution to achieve channel/company new bookings and enterprise new logo growth objectives.

Responsibilities

Partner Development:

  • Researches and understands existing partner ecosystem including partner products and services, relevant competencies and geographic coverage
  • Evaluates partner competencies and qualifications (including number of end customers, related services, number of sellers, alignment to other vendor alliances etc)
  • Describes relevant participation requirements and benefits of Equinix Partner Programs, describing program requirements and benefits

Go-to-Market:

  • Communicates Sales rules of engagement and onboarding plan and confirms agreement on how the companies will communicate during sales pursuits
  • Actively promotes all partner engagement opportunities including the Equinix Partner Central portal, partner-facing webinars, newsletters, public announcements, social media campaigns etc.

Partner Relationship Management:

  • Identifies and establishes contact with initial sponsor within existing partners
  • Manages long-term relationships with partner at all levels
  • Identifies partner Executive sponsors

Partner Activation & Enablement:

  • Enables and educates partners on the value of Equinix platform, portfolio, program and opportunities to collaborate
  • Creates awareness within Equinix sales team of the value proposition of high potential partners

Manage the Business:

  • Proactively manages forecasting and pipeline of opportunities
  • Tracks and drives progress of inbound partner opportunities via deal registration process

Cross-Functional Collaboration:

  • Works closely with Equinix Field Sales, Mid-Market Sales, Sales Engineers, Marketing and the broader Equinix organisation
  • Educates partners on how to engage Equinix resources (including Field Sales, Sales Engineers, Customer Success Managers) in the end-to-end sales process, from deal identification to invoice

Communications:

  • Delivers message and partner pitch to partners on how partnering with Equinix can help to grow their business
  • Delivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of existing partner stakeholders, identifying their business driver to partner with Equinix
  • Articulates business value of joint value proposition with Equinix

Team Player:

  • Supports various team-wide channel initiatives as defined by Partner Sales Director
  • Seeks opportunity to drive positive partner experience across the partner ecosystem
  • Seeks improvement opportunities and best practices and finds ways to promote these across the broader team

Qualifications

  • 1+ years of proven success in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferred
  • This is an ideal role for someone who is a Junior Sales/ODR/Channel executive looking for the second/next step of their career.
  • French or German language capabilities will be good to have.
  • Bachelor's degree preferred

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.

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.

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