Director, Channel Strategy & Growth

Equinix; Redwood City (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

Equinix in Redwood City, CA, seeks a Director of Channel Strategy to own the multi-year plan for the channel organization. You will analyze partner ecosystems, market dynamics, and AI impacts to set priorities, investments, and resources aligned with corporate strategy.

You’ll build financial models and cross-functional business cases with Product, Finance, and regional leaders. You will maintain an external perspective, translate strategy into a portfolio of initiatives, and shape the interlock

Qualifications

• 15+ years in strategy consulting, corporate strategy, or channel/partner strategy roles.
• Experience in competitive intelligence, market/industry research, or partner ecosystem analysis.
• Experience partnering with Product/CPO, Finance, and Regional leadership in a matrixed organization.
• Experience designing KPI frameworks and executive scorecards.
• Background in channel, partner, GTM, or revenue operations strategy.
• Experience building financial and investment models (ROI, capacity, unit economics) for commercial or channel organizations.

Responsibilities

• Own the multi-year analytical and strategic plan for the channel organization.
• Manage interlocks between channel and Product/CPO, Corporate Strategy, GTM Ops, Finance, and Regions.
• Maintain a standing view of partner ecosystem, industry direction, and competitor channel motions.
• Provide an externally informed point of view in strategy reviews, beyond internal priorities.
• Build and maintain the 3-year channel strategy, operating-model evolution, and investment/return models.
• Translate strategic priorities into a prioritized initiative portfolio with owners and milestones.
• Maintain the financial case for channel investments, in partnership with Finance.
• Partner with the Partner Solutions team to align partner archetypes, RTM, and GTM with the channel plan.
• Ensure partner-ready product requirements are captured and shared with one voice to CPO/CDIO.
• Support regional interlock processes to keep channel strategy aligned across the business.
• Design and maintain KPI framework across all teams (growth vs channel-incremental).
• Own the interlock map; document owners, demands, and gaps.
• Convert open dependencies into named asks with owners and dates.
• Escalate unresolved interlocks through steerco with the OS program manager.
• Represent channel strategy in GTM Ops, CPO/CDIO, Corporate Strategy, and Finance planning forums.
• Facilitate strategic planning workshops and alignment sessions across channel teams.
• Build the fact base and narrative for executive-level strategic decisions.
• Own content to tell the Channel strategy story effectively across levels.

Skills

Strategic thinking

Financial modeling

Cross-functional collaboration

KPI frameworks

Executive storytelling

Job description

Equinix in Redwood City, CA, seeks a Director of Channel Strategy to own the multi-year plan for the channel organization. You will analyze partner ecosystems, market dynamics, and AI impacts to set priorities, investments, and resources aligned with corporate strategy.

You’ll build financial models and cross-functional business cases with Product, Finance, and regional leaders. You will maintain an external perspective, translate strategy into a portfolio of initiatives, and shape the interlock