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Senior Partner Account Manager- Channel

1 month ago

Stockholm, Stockholm, Sweden Equinix Full time
Senior Partner Account Manager- Channel

Recruits, onboards, and manages key partnerships at a cross-region or Global level (reseller, referral, and agent), leveraging Account Plans to drive enterprise market adoption of integrated Equinix/Partner solutions to achieve channel/company new bookings and enterprise new logo growth objectives.

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 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.

Qualifications

  • Proven 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 required.
Seniority level
  • Mid-Senior level
Employment type
  • Full-time
Job function
  • Business Development, Consulting, and Information Technology
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