Partner Sales Manager

Equinix; Daerah Khusus Ibukota Jakarta; On-site; USD 20,000 - 30,000; Full time

Job summary

A leading company in digital infrastructure seeks a Regional Partner Manager to drive market adoption of integrated solutions. The role involves partner recruitment, relationship management, and cross-functional collaboration to achieve sales targets and business growth.

Qualifications

• 5+ years of proven success in channel sales for internet, network, or cloud products.
• Experience in managing partner relationships.

Responsibilities

• Recruits and manages key partner relationships at a regional level.
• Responsible for GTM execution: pipeline development and sales targets.
• Coordinates development of marketing plans and partner business strategies.

Skills

Channel Sales

Partner Management

Cross-Functional Collaboration

Education

Bachelor's Degree

Job description

Equinix is the world’s digital infrastructure company , operating over 26 0 data centers across the globe . Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.

Job Summary

Recruits, onboards, and manages key partner relationships at a Regional 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

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

Evaluates qualifications using Ideal Partner Profile and Targeting Scorecard (includes # customers, related services, # sellers)

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

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

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

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 required

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form .

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.