Director, Partner Account Management Lead

hace 3 días

Ciudad de México, Ciudad de México Equinix A tiempo completo

About the Role

As a Director, Partner Account Management, you will lead a regional team of Managers in the recruitment, onboarding, and management of partner relationships. Your focus will be on leveraging Account Plans to drive enterprise market adoption of integrated Equinix/Partner solutions, achieving channel/company new bookings and enterprise new logo growth objectives.

Key Responsibilities

  • Direct all activities in support of collaboration with cross-functional teams, such as Sales Leadership, Business Development, and the Global Accounts Organization, in identifying strategic alliance partners and defining initial related joint value proposition.
  • Direct the engagement of partners and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging.
  • Direct the development and alignment of joint value proposition and bundled offer.
  • Direct GTM preparation and execution, including collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training.
  • Establish Sales ROE and onboarding plan and achieve agreement on how the companies will communicate during sales pursuits.
  • Engage Channel Marketing and coordinate development of initial go-to-market and first deal strategy.
  • Direct GTM execution, including pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs.
  • Direct the identification and establishment of contact with initial sponsor within prospective partners.
  • Direct the management of long-term relationships with partners.
  • Direct the team to ensure the designation and alignment of Executive sponsors.
  • Direct all aspects of partner development, including creating awareness of the value of the Equinix platform, definition of joint value propositions, and resulting reseller activation.
  • Direct all aspects of Business/Pipeline review with a specific focus on Global Joint Business Planning, Deal tagging/tracking process, and Joint funnel oversight.
  • Direct work efforts to work closely with Equinix Field Sales, Corporate Sales, Sales Engineers Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and Data Center staff.
  • Coordinate development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment.
  • Educate Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solution.
  • Facilitate cross-functional review of partnership performance, including sales, operations, and marketing as established in Partner Business Plan.
  • Leverage executive sponsors appropriately.
  • Act as a 'Face of Partner Account Management' both internally and potentially externally with key presence at Trade Shows, Newsletters, and Publications, and related Channel Program Press Releases.

Qualifications

  • 10+ years of proven success in channel sales for an internet, network, data center, hyperscaler, or cloud-based products or services provider preferred.
  • Bachelor's Degree required.

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