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Partner Sales Manager

Job Title: Partner Sales Manager
Contract Type: Permanent
Location: Singapore
Industry:
Reference: JR-124515
Contact Name: Amy Cheang
Job Published: February 20, 2022 22:00

Job Description

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 Profile Summary

Recruits, onboards, and manages partnerships at a Global level for select large Tier 1 Global System Integrators (GSI) and Consulting Partners through them drive enterprise market adoption of integrated and joint solutions as well as go to market strategies, thereby achieving assigned new bookings and new logo and revenue growth objectives for the company. Ideal candidate will have 10+ years of sales experience preferably in partner account management role with at least 3 years of relevant GSI sales experience.

Responsibilities

Partner Recruitment / Onboarding

  • Collaborates with cross-functional teams, such as Sales Leadership, Business Development, and field sales organization, in the definition of initial related joint value propositions and formulation of account plans and joint business plans

Integrated Solutions / Joint Value Proposition

  • Engages partner and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging of joint solutions and joint value propositions based on Power of 2 (Equinix + Partner) and Power of 3 (Equinix + Partner + Strategic / Technology Alliances such as Cloud, Network or Technology Providers)

Go-To-Market

  • Responsible for Go To Market (GTM) Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training
  • Establishes Sales Rules of Engagement and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits
  • Engages Channel Marketing and coordinates development of go-to-market strategies at a global, regional, and country level.
  • Enables and supports regional and country level partner sales managers in the development and execution of local GTM and first deal strategy·
  • Responsible for GTM Execution including but not limited to pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs

Partner Account Management

  • Identifies and establishes regular senior level executive connects. Additionally, leverages Equinix executives to develop 1:1 senior level relationship paving way for long term success.
  • Ensures the designation and alignment of Executive sponsors
  • Identifies and manages relationships with senior sales, presales, and practice leaders in target accounts to drive thought leadership and adoption of Platform Equinix.
  • Influences partner’s roadmap and strategic practice development on Equinix to build targeted product and sales strategic that help grow field sales engagement and pipeline.
  • Leads/works with Equinix channel and field sales teams on sales opportunities, both reactive (RFP based) as well as proactive land and expand opportunities to meet quarterly and annual booking objectives.
  • Provides weekly, quarterly and annual forecasts as per set company practices
  • Partner Development / Activation & Enablement
  • Conducts or participates in the process of Reseller Activation
  • Responsible for identification of Strategic partner supporting reseller community

Business / Pipeline Reviews

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

Cross-Functional Collaboration

  • Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and IBX staff
  • Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment
  • Educates Strategic 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
  • Leverages executive sponsors appropriately

Communications

  • Tailors 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

Internal Collaboration

  • Develops and communicates Partner Account Plans with all relevant internal stakeholders both within the Global Channel organization as well as cross-functional resources supporting the account.
  • Conducts regular team meetings to facilitate collaboration and knowledge sharing among the team members supporting the account

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