Director, Partner Programs

Equinix•Redwood City, CA

2d•$213,000 - $319,000•Onsite

About The Position

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. The Partner Programs Leader owns the architecture, design, execution and management of Equinix's global partner program and all respective tracks — Sales, Services, and Technology. This is a builder role. The current partner program is being fundamentally redesigned as part of the GTM transformation, and this leader is responsible for designing the program track from the ground up: defining tiers, incentive mechanics, specializations, compliance requirements, and the run model that keeps the program healthy over time. The ideal candidate brings deep technical knowledge of partner program architecture and the ability to translate commercial strategy into programs that motivate the right partner behaviors.

Requirements

7+ years in partner program management, channel strategy, or indirect GTM roles in enterprise technology or infrastructure
Deep technical knowledge of partner program architecture — has designed or significantly redesigned program structures including tier models, incentive mechanics, MDF governance, and compliance frameworks.
Experience running partner programs operationally — managing compliance, performance, and partner disputes day to day.
Familiarity with partner archetypes appropriate to the track (resellers, MSPs, system integrators, or technology partners).
Experience measuring program performance and using data to drive program design improvements.
Ability to execute at speed while navigating a complex environment.
Commercial rigor — designs programs with a clear commercial logic and can defend the investment case to Finance.
Operational discipline — manages program compliance and operations with precision and without unnecessary friction.
Partner advocacy — designs from the partner's perspective and understands what a compelling program looks like from the outside.
Analytical mindset — uses program data to identify gaps, opportunities, and design improvements.
Collaboration — works effectively across tracks and functions to ensure program coherence across the full partner portfolio.

Responsibilities

Own the design and architecture of the partner program track - Sales, Services, or Technology - including tier structure, qualification criteria, incentive mechanics, and specialization frameworks.
Translate the factory operating model's commercial logic into program design that motivates partners to prioritize Equinix, invest in the relationship, and grow their contribution.
Ensure the program is commercially compelling — partners in this track have a clear, quantifiable answer to 'Why Equinix?'
Design MDF and other forms of funding programs governance and allocation methodology for the track — ensuring co-investment is directed toward the highest-value partner behaviors.
Own the day-to-day operations of the program — partner compliance, performance monitoring, exception handling, and business process issue resolution.
Manage the run model for the program — ensuring partners are compliant with program terms, performing against tier requirements, and receiving the benefits they have earned.
Act as the escalation point for program-level issues — resolving partner disputes, program exceptions, and operational gaps that require judgment.
Define and track the KPIs for the program — partner tier attainment, program ROI, compliance rates, partner NPS within the program and bookings contribution.
Maintain the financial case for program investment within the track — understanding cost of program vs. commercial return.
Report on program health to the extended partner organization and feed performance intelligence into program redesign cycles.
Work with leadership to ensure the track designs are consistent with and complementary to the business needs.
Partner with Partner Experience and Support to ensure program terms are navigable and operationally executable for partners.
Collaborate with Finance and Legal on program investment, incentive structures, and contractual compliance.