Descripción de la oferta
Recruits, develops, and manages partner's relationships to achieve company bookings goals through new and existing channel partners. Works closely with Equinix Field Sales, Corporate Sales, Solution Architects and Sales Engineers to facilitate their support of partner’s end user customer needs to ensure partner and customer satisfaction. Works closely with cross-functional team members to drive the solution integration of partner services or creation of complimentary joint offerings. Works closely with Channel Marketing to develop go to market plans to promote joint solution awareness among partner’s end user customer base. Oversees channel partner relationships for assigned accounts or manages select Strategic Alliance. Drives overall deal registration, funnel creation and pipeline development. Builds awareness at the Partner Companies and inside Equinix Sales organization of the overall benefits of the partnership and related joint value proposition (“JVP”). Evangelizes Platform Equinix in conjunction with go-to-market plan execution. Conducts business reviews to track and measure joint progress; ensures proper opportunity registration; facilitates local meetings with Equinix and partner.
Qualifications
Proven years of proven success in channel sales for an internet, network, data center, hyper-scaler or cloud based products, System Integrators and/or services provider is required
Experience managing GSIs is mandatory
Bachelor's Degree required
Speak Spanish (fluent) and Italian( good to have)
Responsibilities
Partner Recruitment
Collaborates with cross-functional teams, such as Sales Leadership, Business Development and the Global Accounts Organization, in the identification of strategic alliance partners and definition of initial related joint value proposition
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
Facilitates development and alignment for joint value proposition and bundled offer
Go-to-market
Responsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training
Establishes Sales ROE and onboarding plan and achieves agreement on how the companies will communicate during sales pursuits
Engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy
Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRs
Partner Relationship Management
Identifies and establishes contact with initial sponsor within prospective partners
Manages long-term relationships with partner
Ensures the designation and alignment of Executive sponsors
Partner Development / Activation & Enablement
Conducts or participates in the process of Reseller Activation
Responsible for identification of Strategic partner supporting reseller community
Participates in Global Joint Business Planning
Cross-Functional Collaboration
Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and Data Center 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
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