Partner Account Manager - SLED

Equinix; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

A leading company in digital infrastructure seeks a strategic partner manager to enhance relationships with Federal Systems Integrators. This role involves driving sales through collaboration with key partners and developing market strategies. Ideal candidates will have extensive experience in federal sales, strong negotiation skills, and established relationships within the federal ecosystem.

Qualifications

• Over 10 years of experience in Federal Systems Integrator Sales.
• Established C-Level relationships with federal system integrators.
• Deep knowledge of government purchasing and procurement standards.

Responsibilities

• Develop strategic relationships with key partners in the FSI community.
• Drive Equinix’s partner pipeline from demand generation to closure.
• Develop and manage a Partner Go-To-Market strategy.

Skills

Negotiation

Communication

Relationship Building

Sales Quota Achievement

Education

Bachelor's degree

Job description

Who are we?

Equinix is the world’s digital infrastructure company, operating over 260 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 collaborating on work that impacts the world and being surrounded by endless opportunities to learn new skills and grow in various directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment, which is foundational to our core values and vital to our success.

Job Summary

Recruits, onboards, and manages relationships with State, Local, and Education partners (resellers, referrals, and distributors) to achieve channel and company growth objectives, including new bookings and new logo acquisition.

Responsibilities

1. FSI Partner Management: Develop strategic relationships with key partners in the FSI community—from technical contributors and product developers to C-level executives—and generate interest in Equinix’s products and solutions to increase revenue through existing and developing partnerships.

2. Pipeline Development: Drive Equinix’s partner pipeline from demand generation to closure, in collaboration with our Federal Leadership team.

3. Business Planning: Develop and manage a Partner Go-To-Market strategy, including a partner business plan aligned with corporate and sales strategies to generate and drive sales.

4. Partner Engagement: Facilitate the development of partner service offerings, high-value engagements, and solutions by engaging directly with partners and clients within the DoD/IC/Fed CIV ecosystem.

Qualifications

1. Over 10 years of experience working with Federal Systems Integrator Sales, Strategic Alliances, and Federal Programs, with a proven success record in both small and large companies.

2. Bachelor's degree required.

3. Experience in selling into Federal Programs; familiarity with Managed Services and Professional Services is a plus.

4. Strong history of teaming and developing joint solutions with OEMs, Federal Systems Integrators, and the Consulting marketplace.

5. Deep knowledge of government purchasing, contract protocols, Federal procurement standards, and acquisition processes.

6. Knowledge of major upcoming Federal Programs, including the organizations, vehicles, initiatives, and funding sources involved.

7. Established C-Level relationships with federal system integrators such as Carahsoft, Northrop Grumman, Lockheed Martin, and others listed.

8. Proven ability to meet and exceed sales quotas.

9. Experience building relationships and campaigns with Alliance Partners.

10. Drive to succeed and participate actively in a fast-paced, growing company.

11. Deep understanding of the Federal industry ecosystem, including pain points and regulatory requirements.

12. Exceptional written and verbal communication skills.

13. Strong negotiation skills.

14. Must be a US Citizen.

Additional Information

Equinix is committed to an inclusive employment process. If you need assistance or accommodations, please complete this form. We are an Equal Employment Opportunity and Affirmative Action employer, considering all qualified applicants without regard to race, color, religion, sex, national origin, and other protected statuses.