Director, Partner Account Management

About the Role

In this role, you will be responsible for building and maintaining strong relationships with partners, identifying new business opportunities, and developing go-to-market plans to promote joint solutions. You will also work closely with the Channel Marketing team to develop and execute marketing plans, ensuring that partner relationships are aligned with Equinix's overall business objectives.

As a leader in the digital infrastructure industry, Equinix is committed to shaping the future of connectivity and enabling innovations that enrich our work, life, and planet. With a strong focus on customer value, innovation, and human connection, this role offers the opportunity to be part of a dynamic team that welcomes bold ideas and values diversity and inclusivity.

What You Will Do

• Direct all activities in support of partner recruitment and development, including identification of strategic alliance partners and definition of joint value propositions
• Develop and execute go-to-market plans, including collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training
• Build and maintain strong relationships with partners, including executive sponsors and key decision-makers
• Work closely with cross-functional teams, including Sales, Solution Architects, and Sales Engineers, to facilitate partner support and ensure customer satisfaction
• Develop and manage sales forecasts, pipeline development, and deal management
• Conduct business reviews to track and measure joint progress, ensuring proper opportunity registration and facilitating local meetings with Equinix and partner teams
• Direct the development and alignment of joint value propositions and bundled offers
• Collaborate with Channel Marketing to develop and execute marketing plans
• Establish sales ROI and onboarding plans, achieving agreement on communication strategies during sales pursuits

What We Are Looking For

• 8+ years of experience in partner account management, sales, or business development, with a focus on GTM strategies and joint value proposition development
• Proven track record of driving bookings growth and developing strong partner relationships
• Strong understanding of digital infrastructure and cloud computing, including industry trends and market dynamics
• Excellent communication, negotiation, and sales skills, with the ability to build and maintain strong relationships with partners and internal stakeholders
• Experience working with cross-functional teams, including Sales, Solution Architects, and Sales Engineers
• Strong analytical and problem-solving skills, with the ability to develop and execute go-to-market plans
• Bachelor's degree in Business Administration, Marketing, or a related field

Nice to Have

• Experience working with Channel Marketing teams to develop and execute marketing plans
• Knowledge of sales forecasting and pipeline development, with experience using sales analytics tools
• Certification in sales or marketing, such as a CPSA or CSMP designation
• Experience working in a fast-paced, dynamic environment, with a focus on innovation and customer value

Benefits and Perks

• Competitive salary and benefits package
• Opportunity to work with a leader in the digital infrastructure industry
• Collaborative and dynamic work environment, with a focus on innovation and customer value
• Professional development opportunities, including training and certification programs
• Flexible work arrangements, including remote work options
• Access to a comprehensive benefits package, including health, dental, and vision insurance
• Retirement savings plan, including a company match

• Develop a deep understanding of GTM strategies and joint value proposition development to stand out in this role
• Highlight your experience working with cross-functional teams, including Sales, Solution Architects, and Sales Engineers, to demonstrate your ability to collaborate and drive results
• Be prepared to provide specific examples of your ability to build and maintain strong partner relationships, including executive sponsors and key decision-makers
• Showcase your analytical and problem-solving skills, including your ability to develop and execute go-to-market plans
• Research Equinix's company culture and values to demonstrate your understanding of the company's commitment to innovation, customer value, and human connection
• Prepare to discuss your experience working in a fast-paced, dynamic environment, and your ability to adapt to changing market trends and industry dynamics