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 description Summary:
The Partner Sales Manager will be responsible for managing, developing and expanding relationships with key Channel partners in India. The role will focus on driving growth of Equinix business via channel partners.
Job Descriptions:
Partner Recruitment
- Understands the prevailing channel landscape in India to identify, prioritize and recruit prospective partners with a focus on multitier channel ecosystem: ie Tier 1 SI / MSP, Global partners and Distribution.
- Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage. Assesses partner competency and qualifications (such as # customers, related services, # sellers)
- Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process and timeline Go-to-market
- Communicates Sales ROE and onboarding plan and confirms agreement on how the companies will communicate during sales pursuits
- Engages cross functional team to develop a Go-to-market and first deal strategy
Partner Relationship Management
- Identifies and establishes contact with initial sponsor within prospective partners
- Build and maintain strong, long-term relationships with key stakeholders at partners’ organisations
- Develop a Partner Business plan jointly with assigned partners and distributor focussed strategic alignment and operational execution
- Develop / Facilitate Executive Sponsor engagements as necessary
- Conducts Monthly / Quarterly / Annual Partner Business Reviews
- Serve as the primary point of contact for assigned partners
Partner Development / Activation & Enablement
- Identify and pursue new opportunities to expand market coverage both via Tier 1 Resellers and 2-tier distribution model
- Develop and execute joint business plan to drive revenue growth, new partners growth and achieve sales booking targets
- Develop and co-engineer joint solution with partners leveraging cross functional teams where necessary
- Educates and creates awareness of value of Equinix platform (Joint value proposition)
- Work closely with internal teams to develop partner / distributors specifics initiatives including MDF/ PDF.
Business Operation:
- Collaborate with Distributor to customise deal structures on more diverse deals with resellers
- Proactively addresses Distributor’s operation process with Equinix’s internal Quote-Cash operation process, and to resolve issues with support of internal function teams.
- Collaborate and drive resellers new contract and negotiations to protect Equinix revenue
Business/Pipeline Reviews
- This is a quota bearing role and candidates much have experience in managing sales pipeline, forecast, deal registration, quoting and other quote to cash activities
- Joint Funnel Reviews with both internal and partner stakeholders.
- Track and report on key performances metrics, including sales pipeline, revenue and market penetration
Cross-Functional Collaboration
- Works closely with Equinix Direct End User Sales, Sales Engineers, and Marketing, Partner Programs and other internal teams. Exposure of working in a multi-cultural / global environment is preferred although not necessary
- Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution
- Leverages executive sponsors appropriately
Communications
- Excellent communication, negotiation and relationship building skills with all stakeholders. Ability to communicate well and drive actions with a broad range of technical and business personas including key decision makers / CXOs
Qualifications
- 10 + years of proven success in a Sales role out of which at least 5 years as a Partner Sales Manager / Channel Manager in a quota bearing role working for a technology, network, datacenter, hyperscaler, cloud- based products or services provider
- Ideal candidate should have a strong track record in channel sales, strong relationship-building skills and a deep understanding of technology partners landscape in the Indian market. Candidates with demonstrable track record of success with Tier 1 Resellers (GSI/MSP/NSP) and or Distributors will be preferred
- Bachelor's degree preferred
- Fluent in English and any other major Indian language
- Able to work independently and collaboratively in a fast paced, dynamic environment
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.
