Senior Director, Partner Account Management

Equinix•Toronto, ON

3d•$200,000 - $300,000

About The Position

Equinix is seeking a visionary and results-oriented Sr. Director, Partner Digital Experience & Support. Reporting to the VP, Partner Programs & Experience, the Sr. Director, Partner Experience and Support owns both the end-to-end partner journey and the full deal support infrastructure that enables partners to transact with Equinix, In addition to the extended support for all partner related inquiries. This role carries two interconnected mandates: building and ensuring the day-to-day experience of being an Equinix partner is best-in-class, and owning the commercial deal support functions — Deal Registration & ROE, Lead-to-Cash, All forms of partner support from deal registration to setting up and managing partner accounts and inquiries, Deal PMO & Governance, and the Partner Acceleration Team (PAT) — that turn partner opportunities into closed revenue.

Requirements

10+ years in partner experience, channel operations, deal support, or commercial operations roles within enterprise technology, SaaS, or infrastructure — with demonstrated depth across the full partner commercial lifecycle
Direct experience owning or leading a deal support function — has managed Partner Support teams, or equivalent commercial deal support capabilities in a channel or partner context
Deep familiarity with deal registration design and governance — has built or managed deal registration policy, ROE frameworks, and partner-facing approval processes at scale
Hands-on PRM experience — has configured, optimized, or governed a partner relationship management platform (Salesforce PRM, Impartner, or equivalent)
Experience leading multi-functional teams — has managed across experience, operations, commercial support, and technical support simultaneously

Responsibilities

Build and own the end-to-end partner lifecycle — recruitment, onboarding, active engagement, deal support, and retention across all partner archetypes (VAR, MSP, TSD, GSI, tech alliance). Own partner NPS and satisfaction measurement
Own the PRM platform and partner portal — configuration, partner-facing UX, adoption, and ongoing optimization so partners can self-serve without Equinix intervention. Drive Lead-to-Cash system modernization with GTM Ops and IT to reduce manual touch points across the deal ifecycle Utilize AI to reduce manual touch points for support teams
Design and own deal registration policy, process, and governance — ROE framework, approval workflows, conflict resolution, and partner-facingSLAs across all routes to market. Drive deal registration compliance and audit readiness across the partner ecosystem
Design and own the Lead-to-Cash process end to end — from partner opportunity identification through quoting, approval, booking, and provisioning. Eliminate systemic friction points that slow deal velocity, working across Finance, Legal, and GTM Ops
Own all partner support functions — from contracting, to deal structuring, pricing, and solution scoping capabilities that support partners through complex transactions. Ensure resources are deployed against deal priority and partner tier — Big Bet partners receive dedicated support, others through scaled models
Own the Deal PMO — ensuring complex, multi-region, or high-value deals have appropriate project management, stakeholder coordination, and executive visibility. Define deal governance standards — decision rights, escalation paths, approval thresholds, and reporting cadences for deals in the partner channel
Own and lead the PAT — the deal support function providing hands-on commercial and operational assistance to partners and PSMs on active opportunities. Define the PAT engagement model — how and when PAT resources are deployed, what support looks like at each deal stage, and how PAT success is measured
Build and lead a high-performing team spanning partner experience, deal support, partner support, Deal PMO, and partner acceleration —setting a culture of commercial rigor, partner obsession, and operational excellence. Partner closely with Director, Partner Programs to ensure program design, deal registration policy, and commercial mechanics are aligned