Channel Sales Strategy and Operations, Senior Manager

Who are we?

Equinix is the world's digital infrastructure company, shortening the path to connectivity to enable the innovations that enrich our work, life and planet. 
 

A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you—because when you feel valued, you're empowered to do your best work.

Job Summary

The Channel Sales Strategy and Operations Senior Manager plays a critical role in shaping and operationalizing the go-to-market strategy for the APAC Channel Sales organization. This individual serves as a strategic business partner to Channel leadership, proactively driving key partner programs, sales planning initiatives, and operational excellence across the indirect sales ecosystem. The role focuses on increasing partner productivity, enabling scalable growth, and improving overall efficiency in the channel sales motion.

Responsibilities

Channel Sales Strategy

• Partners with Channel Sales leadership to develop and execute regional partner go-to-market strategies aligned with corporate objectives.
• Collaborates with global and regional leaders to prioritize strategic channel initiatives and investment areas across partner types (distributors, resellers, MSPs, GSIs).

Program Support & Implementation

• Leads the annual channel planning process across APAC—including partner segmentation, territory design, and quota setting.
• Oversees large-scale cross-functional initiatives aimed at improving partner engagement and sales productivity in the channel.
• Defines program success metrics, evaluates impact, and implements improvements in coordination with regional stakeholders.
• Acts as a strategic advisor to Channel Sales leadership and regularly interfaces with senior management.

Reporting & Analytics

• Manages the development and delivery of channel-specific reporting and dashboards to support forecasting, pipeline health, partner performance, and program ROI.
• Designs scalable analytics solutions using internal tools (e.g., Salesforce, Tableau, Clari), tailored to the needs of channel sales.

Process Optimization

• Identifies and drives improvements in channel sales operations processes, including onboarding, deal registration, and partner program workflows.
• Champions automation and standardization efforts across partner sales motions, sharing best practices across geographies.

Channel Sales Operations Support

• Serves as the key operations contact for the APAC Channel Sales team, representing their needs within global Sales Ops functions.
• Resolves complex partner-related operational issues and ensures timely support for sales teams and partners.
• Reviews and resolves compensation disputes across the APAC Channel Sales team

Qualifications

• 8+ years of experience in Sales Strategy, Channel Sales Operations, or Sales Planning roles, ideally supporting APAC markets.
• Exceptional stakeholder management and communication skills.
• Strong understanding of indirect sales and partner ecosystems (resellers, distributors, GSIs, MSPs).
• Excellent analytical and modeling skills; experience with Salesforce, Excel, and Tableau
• Proven track record of driving strategic programs and managing complex, cross-functional projects.

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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