Senior Partner Manager, Technology Alliances

Senior Partner Manager, Technology Alliances
**Who are we?**

Equinix is the world’s digital infrastructure company, operating 200+ data centers across the globe and providing 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 are a fast-growing global company with 70+ consecutive quarters 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 providers in over 26 countries spanning five continents.

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.

**Job Summary**

The Senior Manager, Technology Alliances drives development and achievement of Technology Alliance-connected Partner sales for the Region. You will provide leadership and translate the agreed GTM into an effective Channel Sales Strategy across your assigned Region. You will provide management oversight of a virtual team of Technology-Alliance focused Partner Sales Managers aligned to territories within the region, centrally managing regional funnel development to maximize bookings with our Technology Alliances, most notably: Dell, HPE, and Cisco. This to include responsibility for the regional forecasting of Equinix resell with these prioritized Alliances.

**Responsibilities**
- Owns the development and execution of the partner sales strategy for Technical Alliances for the region
- Oversees priority emphasis on Technology Alliance resell while still managing Alliance Influence referral in a combined funnel of all sales motions in conjunction with the PSMs, Field & Corporate sales teams assigned to territories within the region
- Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, regional funnel management, and QBRs
- Manages long-term relationships with key leaders at the Technical Alliance regionally
- Working closely with Global and Regional Partner Programs, establishes Sales ROE and achieves agreement on how Equinix and Alliances will communicate during sales pursuits
- Maintains, In coordination with PSMs, the heat-map of key downstream resellers of the Technical Alliances for the region and actively sponsors “Power of 3” discussions with resellers Equinix and our Technology Alliances have in common
- Supports PSMs in funnel creation and subsequent deal conversion to achieve established quotas
- Acts as a single point of contact, where needed, for executive Sales engagement on GTM, at regional level
- 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
- Engages Partner Marketing to coordinate the development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Technical Alliance alignment
- Educates 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
- Expertly articulates business value of joint value proposition with Equinix
- Provides escalation management, as resale ramps up, for Day 2 support, billing and ordering support

**Qualifications**
- 10+ years proven success in channel sales for internet, network, data center, hyperscaler, or cloud-based products or services
- Proven success in Partner Development, Alliance Management or Business Development working collaboratively with partners to deliver incremental business
- Consistent track record of channel sales quota attainment and acceleration.
- Demonstrated success developing large regional channel partners from the ground up
- Superior verbal communication skills. Ability to translate technology features into business benefits
- Strong 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
- Brings energy and passion to the role as advocate for Equinix’s emerging channel sales effort
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