Descripción de la oferta
Job SummaryRecruits, 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.QualificationsProven 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 requiredExperience managing GSIs is mandatoryBachelor's Degree requiredSpeak Spanish (fluent) and Italian( good to have)ResponsibilitiesPartner RecruitmentCollaborates 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 propositionIntegrated Solutions/ Joint Value PropositionEngages partner and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packagingFacilitates development and alignment for joint value proposition and bundled offerGo-to-marketResponsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales trainingEstablishes Sales ROE and onboarding plan and achieves agreement on how the companies will communicate during sales pursuitsEngages Channel Marketing and coordinates development of initial go-to-market and first deal strategyResponsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and QBRsPartner Relationship ManagementIdentifies and establishes contact with initial sponsor within prospective partnersManages long-term relationships with partnerEnsures the designation and alignment of Executive sponsorsPartner Development / Activation & EnablementConducts or participates in the process of Reseller ActivationResponsible for identification of Strategic partner supporting reseller communityBusiness/Pipeline ReviewsParticipates in Global Joint Business PlanningOversees deal tagging / tracking processHas joint funnel oversightCross-Functional CollaborationWorks closely with Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and Data Center staffCoordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignmentEducates Strategic partners on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solutionFacilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business PlanLeverages executive sponsors appropriatelyCommunicationsTailors message and partner pitch to partner company on how partnering with Equinix can help to grow their businessDelivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner with EquinixExpertly articulates business value of joint value proposition with Equinix
