Partner Sales Manager

Equinix; United States; Remote; USD 60,000 - 80,000; Full time

Job summary

An established industry player is seeking a dynamic Channel Manager to enhance partner relationships and drive revenue growth. This role involves strategic planning, solution selling, and managing contract negotiations to ensure success in a competitive market. You will collaborate with diverse teams and partners, leveraging your sales expertise to achieve ambitious targets. This position offers a unique opportunity to make a significant impact in a forward-thinking company that values diversity and innovation. Join a team that empowers you to grow and succeed while contributing to impactful digital solutions.

Qualifications

• 5+ years of experience in sales and channel management.
• Proven track record in building channel ecosystems.

Responsibilities

• Build and maintain relationships with partners to drive revenue growth.
• Manage sales approach with internal teams and external partners.
• Lead complex negotiations and contract renewals.

Skills

Sales Management

Channel Development

Negotiation Skills

Relationship Building

Strategic Planning

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 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 partner relationships (reseller & referral), leveraging the Australia Channel Plan to drive enterprise market adoption of integrated Equinix/Partner solutions, to achieve channel/company new bookings and enterprise new logo growth objectives.

Responsibilities

Build Partners Relationships

• Plans, builds, and maintains relationships with Partners stakeholders to drive bookings/revenue growth in assigned accounts.
• Conducts quarterly business reviews with strategic Partners to identify and develop new selling opportunities.
• Acts as primary point of contact in addressing day-to-day partners' needs.
• Engages Equinix Leadership with the Partners.

Leverage Internal Partners & Channel

• Manages the sales approach with the extended sales team (Global Account Manager, Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Marketing, Sales Operations, etc.) and external partners (Channel, Alliances, etc.) at the regional level.
• Resolves complex and diverse partner issues.
• Facilitates partner relationships to ensure timely resolution of partners and their customer issues.

Account Strategy/Planning

• Develops detailed strategic sub-territory (Perth) plan that supports the Australia Channel strategy & Ambitions.
• Researches and documents detailed understanding of partners' business and organizational landscape, making recommendations on long-term strategy for Sub-territory (Perth) growth.
• Communicates channel strategy to internal partners and stakeholders in the region.

Solution Selling

• Identifies Partner’s business needs, challenges, and technical requirements and recommends Equinix solutions with knowledge.
• Prepares commercial and technical service proposals, working closely with Equinix Solution Architects and Sales Engineers and sales counterparts around the world.
• Ensures proposals are technically and commercially sound.
• Sells full suite of Equinix products, as well as complexity of global footprint.
• Leverages partners to drive solution development in new areas/prospects.

Contract Management/Renewals

• Develops detailed understanding of commercial terms and implications, and contributes to analysis of trade-offs on more diverse deals.
• Proactively addresses high churn risk end customers or locations, leveraging internal resources and partners to resolve issues.
• Drives partners' contract renewals and negotiations to protect revenue.

Pipeline Management

• Monitors and provides updates on pipeline and forecast status (‘Five to Forecast’) of each partner/opportunity for current and future quarters.
• Prioritizes opportunities for short- and long-term pursuit to achieve assigned sales objectives.
• Identifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plans.

Negotiation

• Leads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain the best commercial terms possible.
• Partners with sales leadership to present at regional deal review.

Key Required Attributes

• Proven sales track records.
• Established experiences on building up Channel ecosystem & business in a sub-territory.
• Tenacity, resiliency, and a strong sense of business accountability.
• 5+ years experience preferred.
• Bachelor's degree preferred.

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.