Sr. Director, Channel Sales Acceleration

Equinix•Toronto, ON

2d•$200,000 - $300,000•Onsite

About The Position

Equinix is seeking a visionary and results-oriented Sr. Director, Channel Sales Acceleration, to build and scale a high-growth channel business focused on expanding customer acquisition, recurring revenue, and ecosystem partnerships. This leader will define the go-to-market strategy, recruit and enable partners, develop scalable pipeline creation motions, and drive measurable business outcomes across the Equinix partner ecosystem including Global Distributors.

Requirements

Proven years of business development, channel sales, or partner strategy experience
Proven success building and scaling channel businesses and partner ecosystems
Experience with cloud, networking, colocation, digital infrastructure, SaaS, or enterprise technology
Strong executive presentation and communication skills
Experience developing partner programs and GTM strategies
Strong analytical and financial modeling capabilities
Experience leading cross-functional strategic initiatives

Responsibilities

Build the Business: Execute the multi-year strategy for a scalable channel business, Identify new market opportunities and prioritize high-growth partner segments, Create repeatable business models that generate sales pipeline for recurring revenue, Establish and execute against revenue targets, growth plans, and success metrics aligned to the multi-year channel growth strategy.
Partner Recruitment & Development: Develop and execute distribution-led strategies to recruit, activate, and grow strategic channel partners capable of driving new customer acquisition and recurring revenue, Develop executive relationships with partner leadership, Build joint business plans aligned to shared revenue objectives, Create scalable partner engagement and lifecycle programs, Establish and lead strategic Partner and Distribution Advisory Councils to strengthen executive engagement, gather market insights, and shape joint growth and go-to-market priorities.
Go-to-Market Leadership: Design partner go-to-market plays focused on AI, hybrid multicloud, digital infrastructure, networking, security, and managed services, Launch repeatable partner-led demand gen campaigns with marketing and field sales, Partner with the Partner Programs team to develop incentive strategies that accelerate partner recruitment, activation, pipeline creation, and growth.
Cross-Functional Leadership: Collaborate with Sales, Product Management, Marketing, Finance, Operations, and Customer Success, Lead cross-functional initiatives that improve partner experience.
Team Leadership: Build and lead a small, high-impact Channel Sales Acceleration team to execute strategic growth initiatives and scale successful partner motions globally.
Market Leadership: Monitor competitive channel strategies, Identify emerging technologies and ecosystem trends, Represent Equinix at industry conferences and executive partner events, Serve as a thought leader in digital infrastructure ecosystem development.