Partner Account Executive

at  Equinix

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
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

Recruits, onboards, and manages Regional (e.g. multi-country in a Region) 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.

Partner Recruitment

• Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage
• Evaluates partner competencies and qualifications (includes # customers, related services, # sellers)
• Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process and timeline Go-to-market
• Communicates Sales ROE and onboarding plan and confirms agreement on how the companies will communicate during sales pursuits
• Selectively engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy

Partner Relationship Management

• Identifies and establishes contact with initial sponsor within prospective partners
• Manages long-term relationships with partner
• Ensures the designation of Executive sponsors

Partner Development / Activation & Enablement

• Educates and creates awareness of value of Equinix platform (Joint value proposition)

Business/Pipeline Reviews

• Participates in Regional Joint Business Planning
• Participates in deal tagging / tracking process
• Has joint funnel oversight

Cross-Functional Collaboration

• Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, and Marketing
• Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution
• Leverages executive sponsors appropriately

Communications

• Delivers message and partner pitch to partner company 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 prospective partner stakeholders, identifying their business driver to partner with Equinix
• Expertly articulates business value of joint value proposition with Equinix