Partner Account Executive 2

Partner Account Executive 2

JR-161743

Hybrid

Singapore

Sales

Full time

Who are we?

Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.

A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.

Job Summary

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.

Responsibilities

Partner Recruitment

Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage

Evaluates partner competencies and qualifications (includes # customers, related services, # sellers)

Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process and timeline Go-to-market

Communicates Sales ROE and onboarding plan and confirms agreement on how the companies will communicate during sales pursuits

Selectively engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy

Partner Relationship Management

Identifies and establishes contact with initial sponsor within prospective partners

Manages long-term relationships with partner

Ensures the designation of Executive sponsors

Partner Development / Activation & Enablement

Educates and creates awareness of value of Equinix platform (Joint value proposition)

Business/Pipeline Reviews

Participates in Regional Joint Business Planning

Participates in deal tagging / tracking process

Has joint funnel oversight

Cross-Functional Collaboration

Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, and Marketing

Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution

Leverages executive sponsors appropriately

Communications

Delivers 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

Qualifications

5+ 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 preferred

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This posting is for a backfill position, meaning it is to fill an existing vacancy within our organization.