Partner Sales Manager - Singapore - Equinix

    Equinix
    Equinix Singapore

    4 days ago

    $120,000 - $180,000 (USD) per year Arts / Entertainment / Publishing
    Description
    Who are we?

    Equinix is the world's digital infrastructure company, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.

    A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

    A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you—because when you feel valued, you're empowered to do your best work.

    Job Summary

    Recruits, develops, and manages partner's relationships to achieve company bookings goals through new and existing channel partners. Works closely with Equinix Field Sales, Corporate Sales, Solution Architects and Sales Engineers to facilitate their support of partner's end user customer needs to ensure partner and customer satisfaction. Works closely with cross-functional team members to drive the solution integration of partner services or creation of complimentary joint offerings. Works closely with Channel Marketing to develop go to market plans to promote joint solution awareness among partner's end user customer base. Oversees channel partner relationships for assigned accounts or manages select Strategic Alliance. Drives overall deal registration, funnel creation and pipeline development. Builds awareness at the Partner Companies and inside Equinix Sales organization of the overall benefits of the partnership and related joint value proposition ("JVP"). Evangelizes Platform Equinix in conjunction with go-to-market plan execution. Conducts business reviews to track and measure joint progress; ensures proper opportunity registration; facilitates local meetings with Equinix and partner.

    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

    Business/Pipeline Reviews
    • Participates in Global Joint Business Planning
    • Oversees deal tagging / tracking process
    • Has joint funnel oversight

    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.

    We use artificial intelligence in our hiring process. Learn more here.
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