Partner Development Manager - Global Systems Integrators
Who are we?
As the world’s largest data center company, Equinix brings global leaders the power of interconnection: the ability to connect in many ways to the many customers, partners and geographies they need to accelerate business performance and craft new opportunities. Equinix is a platform for innovation, growth and leadership.
We facilitate more than 188,000 connections among our 6,000+ customers, making us the leading global interconnection platform. We are passionate about further evolving the specific areas of software development, software and network architecture, network operations, and complex cloud and application solutions.
Position: Partner Development Manager – Global Systems Integrators
Reports to: Director – Channels and Alliances
Reporting to the Director – Channels and Alliances, this role is responsible for the all-inclusive strategy for our Global Systems Integrator (GSI) partnerships across Australia, operating within our Global Accounts team and aligning co-selling with the Equinix field sales teams.
Our objective is to increase our business development efforts with the GSI’s. Leveraging our enterprise customer base and our global strategic alliance partnerships, the focus will be to improve our resale efforts with the GSI’s, drawing more customers to Platform Equinix.
The primary external mission is to land the Equinix value proposition to such a degree that sellers from the assigned GSI’s recognize Equinix insertion points, understand what barriers Equinix can remove for them, and actively drive preference for Equinix with customers who are embarking on, or in the midst of, digital transformation.
Primary day-to-day activities include evangelizing Equinix to these GSI’s and evangelizing these GSI’s within the Equinix sales force. The PDM-GSI will identify, pursue, educate and enable key GSI sales directors, technical managers, pre-sales engineers and field sales teams and other key stakeholders within each nominated partner.
This role will also be a transformative unifier of teams at differing levels of readiness. This individual will need to collaborate effectively with internal stakeholders, sales teams, and partner sales and technical teams, be results driven with experience in sales, channel, or business development in infrastructure or cloud services.
Develop and execute Australia’s GSI strategy by establishing the infrastructure, resources, and systems, KPI’s and best practices to truly unify the program into a single strategy.
Manage a partner sales target delivered through a defined set of Global Systems Integrators.
Engage a team of enterprise account executives and solution architects that are responsible for the overall success of our sales strategy.
Maximize sales team / sales team end customer account mapping, deal registration and pipeline development.
Represent Equinix as the Leader of Global Systems Integrators in Australia and participate in industry and partner events to deliver thought leadership on how Equinix enables customer value.
Research and understand each assigned GSI’s regional sales organization, geographic/vertical coverage and end customer base as precursors to educating the Equinix Field Team on how each assigned GSI is organized, compensated and how their remits align to Equinix for joint selling.
Work closely with stakeholders to develop, establish and direct GSI and Industry strategies, programs, and best practices.
Manage overall GSI enablement process, set appropriate metrics for partner funnel management.
Identifies, establishes and strengthens key partnerships in the telecommunication and technology community to position the company for new sales opportunities. Strengthens relationships with partners, ensuring a positive partner experience in all aspects of the relationship. Understands the key drivers of each partner's value proposition and influences partners.
A strategic member of sales leadership team who contributes significantly to growth and development of the business.
Qualifications and Expertise:
MBA/Technical Undergraduate/Master’s Degree.
10+ years proven success in channel sales for internet, network, data center, hyper-scaler or cloud-based products or services preferred.
Experience and familiarity with the major factors impacting current ICT design i.e. cloud, network, security and data.
Demonstrated success developing multi-threaded relationships with GSI’s from the ground up.
Demonstrated track record of success with sales/channel teams.
Technical sales acumen a must.
Demonstrated success in shaping and executing large complex deals with partners.
Demonstrated ability to manage multiple competing priorities simultaneously and drive goals to completion.
Experience building and leading teams via direct and indirect influence in matrix operating structures.
Prior experience managing the performance metrics and channel sales best practices
Outstanding ability to balance internal customers (Equinix Field Sales) with external stakeholders (assigned GSIs).
Superior written and verbal communication skills. Ability to translate technology features into business benefits.
Strong presentation skills to audiences large and small, ability to act as natural ambassador for Equinix.
Strong initiative, organization and prioritization skills with the proven ability to work in a self-directed environment.
Must bring energy and passion as an internal and external advocate for Equinix’s rapidly evolving partner sales motion.
Able to travel as needed.
This Job Description is not intended to be all-inclusive. The employee may perform other related duties to meet the ongoing organisational needs.
Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, colour, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.