Strategic Partner Manager

3 weeks ago

London, Greater London, United Kingdom Equinix Full time

Who are we?

Equinix stands as the premier digital infrastructure company, managing over 250 data centers worldwide. Digital innovators leverage Equinix's reliable platform to unify and interconnect essential infrastructure at unparalleled speed. Equinix empowers organizations to reach all the right locations, partners, and opportunities to scale with agility, accelerate the deployment of digital services, deliver exceptional experiences, and enhance their value while supporting sustainability objectives.

A career at Equinix means engaging in work that influences the global landscape and being surrounded by limitless opportunities to acquire new skills and advance in diverse directions. We celebrate diversity in thought and contribution and are dedicated to fostering an equitable work environment that is fundamental to our core values and crucial to our success.

Job Summary

This role involves managing numerous partner relationships across various countries (UK, Germany, France, and The Netherlands) by utilizing Account Plans to drive enterprise market adoption of integrated Equinix/Partner solutions, aiming to meet channel/company new bookings and enterprise new logo growth targets.

Responsibilities

Partner Development:

  • Investigates and comprehends the existing partner ecosystem, including partner offerings, relevant competencies, and geographic reach.
  • Assesses partner qualifications and competencies (such as the number of end customers, related services, number of sellers, alignment with other vendor alliances, etc.).
  • Articulates the participation requirements and advantages of Equinix Partner Programs, outlining program prerequisites and benefits.

Go-to-Market:

  • Communicates sales engagement rules and onboarding strategies, ensuring mutual understanding of communication during sales efforts.
  • Actively promotes all partner engagement opportunities, including the Equinix Partner Central portal, partner-focused webinars, newsletters, public announcements, and social media initiatives.

Partner Relationship Management:

  • Identifies and establishes initial contact with key sponsors within existing partners.
  • Cultivates long-term relationships with partners at all organizational levels.
  • Recognizes partner executive sponsors.

Partner Activation & Enablement:

  • Educates and empowers partners regarding the value of the Equinix platform, portfolio, programs, and collaborative opportunities.
  • Raises awareness within the Equinix sales team about the value proposition of high-potential partners.

Manage the Business:

  • Proactively oversees forecasting and the pipeline of opportunities.
  • Monitors and drives the progress of inbound partner opportunities through the deal registration process.

Cross-Functional Collaboration:

  • Collaborates closely with Equinix Field Sales, Mid-Market Sales, Sales Engineers, Marketing, and the broader Equinix organization.
  • Instructs partners on how to engage Equinix resources (including Field Sales, Sales Engineers, Customer Success Managers) throughout the complete sales process, from deal identification to invoicing.

Communications:

  • Effectively conveys messages and partner pitches to partners on how collaboration with Equinix can enhance their business.
  • Communicates relevant messages to confirm mutual interest in progressing, uncovering the motivations of existing partner stakeholders, and identifying their business drivers for partnering with Equinix.
  • Clearly articulates the business value of the joint value proposition with Equinix.

Team Player:

  • Supports various team-wide channel initiatives as defined by the Partner Sales Director.
  • Seeks opportunities to enhance the partner experience across the partner ecosystem.
  • Identifies improvement opportunities and best practices, promoting these across the broader team.

Qualifications

  • This role is ideal for individuals who are Junior Sales/ODR/Channel executives seeking the next step in their career.
  • Proficiency in French or German is a valuable asset.
  • Preferred experience in channel sales for internet, network, data center, hyperscaler, or cloud-based products or services.

Equinix is committed to ensuring that our employment process is accessible to all individuals, including those with disabilities. If you are a qualified candidate and require assistance or accommodation, please inform us.

Equinix is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to any unlawful considerations.

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