Distribution Channel Architect & Leader

Equinix, Inc.; Amsterdam; On-site; EUR 120,000 - 180,000; Full time

Job summary

Equinix, Inc. seeks a Distribution Channel Leader to own the design, build, and governance of the distribution channel motion, a complex two-tier market approach connecting distributors, resellers, and end customers.

You will define commercial models, align partner programs, and lead cross-functional efforts with Legal, Finance, and IT to ensure scalable, automated operations. The role emphasizes building a viable distribution framework, ensuring contractual soundness, and delivering

Qualifications

• Proven years in distribution channel management, indirect GTM, or two-tier partner program leadership in enterprise technology or infrastructure.
• Direct experience managing a two-tier distribution model with commercial and operational distributor relationships at scale.
• Hands-on experience with distribution systems integration—billing, invoicing, API connectivity, or EDI with major distributors.
• Deep understanding of the commercial economics of distribution—margin stacking, tier pricing, rebates, and MDF at distributor level.
• Experience building distribution programs from scratch or significantly redesigning existing ones.

Responsibilities

• Own the design and build of distribution channel program—commercial model, partner tiers, margin structure, rules of engagement, and program governance.
• Define two-tier framework—manage distributors separately from resellers with appropriate pricing, incentives, and compliance at each tier.
• Build the program with Legal, Finance, and Partner Programs to ensure viability and contractual soundness.
• Own requirements and delivery roadmap for automated billing, invoicing, and API integration with major distributors.

Skills

Operational rigor

Systems thinking

Commercial discipline

Partner obsession

Bias to automation

Job description

Equinix, Inc. seeks a Distribution Channel Leader to own the design, build, and governance of the distribution channel motion, a complex two-tier market approach connecting distributors, resellers, and end customers.

You will define commercial models, align partner programs, and lead cross-functional efforts with Legal, Finance, and IT to ensure scalable, automated operations. The role emphasizes building a viable distribution framework, ensuring contractual soundness, and delivering