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Senior Director, Partner Account Management
3 weeks ago
**Who are we?**
Equinix is the world’s digital infrastructure company®, operating over 260 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.
**Job Summary**
The Senior Director, Partner Account Management directs and oversees the APAC channel sales objectives and initiatives. You will set short and long-term channel sales strategies, drives channel partners to execute partner plans, monitor the progress of the partner plans and recruit qualified partners. The Senior Director works with promotion to increase sales through events and other activities, as well as expand relationships of existing customers.
Manage a global team in the recruitment, onboarding, and management of complex 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**
Key Metric Accountability
- Directs and oversees APAC channel sales objectives and initiatives
- Achieve and exceed the APAC channel booking target
- Sets short and long-term channel sales strategies and evaluates effectiveness of current programs
- Responsible for the maintenance and enablement of the existing channel
People Management
- Motivate and manage a team of Partner Development Managers across the region
- Leads and directs the work of others, including internal cross teams and channel partners
- Drive the team to develop and agree with partners for the partner plans, motivate partners to execute partner plans to outperform and generate the best commercial outcome
- Enable and support the team to proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- Ensures the team tightly qualifies the leads generated by partners and drives internal sales team and partner sales to create a win-win
Partner Account Management
- Build strong successful relationships with Equinix Channel Partners to ensure we are finding the right partners and enabling them to successfully sell Equinix range of services. These efforts should result in accelerating the sales volume by reaching a much larger Total Addressable Market
- Able to represent partners’ needs within the wider Equinix team and contribute to a partner-centric culture within Equinix
- Proactively recruits new qualifying partners
- Sells through partner organizations to end users in coordination with partner sales resources
- Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
- Ensures partner compliance with partner agreements
- Drives adoption of company programs among assigned partners
**Qualifications**
- Bachelors/Masters educational qualifications (plus an MBA as a preference)
- At least 10 year(s) of working experience in the related field is required for this position with focus in the IT Vendor, IT Services Telecommunication/Network or Data Centre industry. Experience or knowledge with Cloud Service Providers is preferred
- People/leadership approach that demonstrates empathy, high performance work ethic, commercial acumen and building of a supportive and focused team culture
- Strong channel, segmentation, GTM skills and good knowledge of the local sales environment, channels and consumer behaviour
- Experience in working in a matrix managed organization
- Tenacity, resilience and emotional intelligence will be highly regarded traits in this role
- Excellent verbal, written and presentation communications skills
- Proven capability to work in a high performance team, highly collaborative; with strong accountability
- Resourceful and agile in an accelerated transformation environment
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
