About the position
We are seeking a high-performing National Partner Sales Leader to take our established partner business to the next level as we continue our efforts to build the World’s Digital Infrastructure company. As a key member of Equinix’s national and regional sales leadership team, you will lead a team of partner sales executives who are responsible for the overall success of Equinix partners selling with the Equinix Enterprise and Corporate sales teams. You will direct a national team of Partner Sales Specialists in the recruitment, onboarding, and management of partner relationships (reseller, referral, agent, and strategic partners). You will work with partners and customers, providing leadership and creative direction for enterprise customers as they undertake transformation on Platform Equinix. You will drive enterprise market adoption of integrated Equinix/Partner solutions to achieve channel/company new bookings and enterprise new logo growth objectives.
Responsibilities
- Manage a partner sales target delivered through a broad set of Equinix Telecommunication, Systems Integration, Consulting, Technology Partners and distributor across Australia.
- Represent Equinix as the National Leader of Partner Sales business and participate in industry and partner events to deliver thought leadership on Platform Equinix.
- Own the development and execution of the all-inclusive partner strategy across Distributor, NSP, SI, Strategic and Technical Alliances for Australia markets, including the annual planning cycle.
- Engage with Equinix partner management and partner core team leaders to support the recruitment and enablement of partner capability across Australia.
- Manage and develop multiple senior sales and technical relationships across a wide range of top partners and establish the partner sales team as the primary point of contact for selling with Equinix.
- Drive efficiencies and operational improvements across the partner sales function and be an active voice for change and improvement in the partner program.
- Manage the operational cadence of business reviews (Forecasting, MCU & QBR) with the sales leadership group.
- Direct all activities in support of the collaboration with cross-functional teams, such as Sales Leadership, Business Development, and the Global Accounts Organization, in the identification, recruitment and enablement of strategic partners.
- Direct the engagement of partners and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging.
- Direct GTM preparation and execution, including collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training.
- Engage Channel Marketing and coordinate development of initial go-to-market and first deal strategy.
- Direct GTM execution, including pipeline development, sales targets, sales plan, deal management, Day 2 support, billing, and ordering support, and QBRs.
- Direct the team to ensure the designation and alignment of Executive sponsors.
- Direct all aspects of Business/ Pipeline review with specific focus on, Global Joint Business Planning and Joint funnel oversight.
- Direct efforts to work closely with Equinix Field Sales, Corporate Sales, Sales Engineers Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and Data Center staff.
- Facilitate cross-functional review of partnership performance, including sales, operations, and marketing.
- Leverage executive sponsors appropriately.
- Act as a 'Face of Partner Sales at Equinix' both internally and potentially externally with key presence at Trade Shows, Newsletters and Publications, and related Channel Program Press Releases.
Requirements
- 15+ years of proven success in channel sales management for a technology, internet, network, data centre, hyper-scaler or cloud service provider preferred.
- An understanding of the macro infrastructure drivers at force in 2024.
- Excellent written and verbal communication.
- Bachelor's Degree required.
