Vice President, Global Partner Experience

Equinix•Redwood City, CA

2d•$224,000 - $336,000•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. Reporting to Equinix's SVP of Global Partner Sales & Programs, the VP Global Partner Experience leader is responsible for defining and delivering a seamless end-to-end partner experience that accelerates revenues and drives partner loyalty. This leader will own the partner experience strategy, including partner onboarding, enablement, deal registration, lead-to-cash, and partner acceleration to ensure partners have the tools, support, programs and frameworks needed to successfully sell and support the Equinix portfolio. The ideal candidate will work closely with cross-functional teams to ensure that partners have everything needed to succeed and drive mutual growth at scale.

Requirements

Deep experience leading a global Partner Experience function that delivers a self-sufficient revenue operating engine through partners
Expertise in defining and optimizing partner tools and processes, including Deal Registration and Lead-to-Cash, with a focus on improving efficiency and partner satisfaction
Proven track record of developing and managing training and certification programs in the technology or data center industry
Demonstrated ability to work effectively with cross-functional teams, including sales, marketing, product, IT, and operations, to ensure seamless integration of partner strategies with overall business operations
Proven experience in leading and managing teams, with at least 15 years in a leadership role demonstrating the ability to inspire, mentor, and coach team members through a multi-year scaled transformation
Strong ability to design and deliver effective training programs, with excellent presentation and facilitation skills
Proficient in using and implementing partner management tools and systems, with a solid understanding of CRM and LMS platforms
Strong analytical and problem-solving skills, with the ability to define and track metrics and KPIs to assess the effectiveness of partner enablement programs and tools
Exceptional leadership and team management skills, with the ability to build, lead, and motivate a high-performing team, fostering a collaborative and results-driven environment

Responsibilities

Design and execute Equinix’s overall partner experience strategy and corresponding requirements, dependencies, resourcing and investments required across each of the different routes-to-market
Define requirements and work with the CDIO team to build out an IT stack that supports the partner-facing digital including the partner portal, deal reg, quoting, pricing and enablement components: learning management systems, certification tracking, MDF tooling, partner APIs
Partner with the product team to ensure the enablement of a self-sufficient partner product experience and to integrate partners that can enhance product offerings
Collaborate with marketing on global campaigns, content, and co-branding opportunities with partners
Own the end-to-end deal registration program from design, rules of engagement, governance and dispute resolution
Ensure the process protects partner investments while driving alignment with field sales options in support of customer choice
Define and enforce SLAs for Deal Reg review and approvals driving global consistency at pace
Work closely with GTM Ops and CRM orgs to ensure deal registration data integrity and correct pipeline attribution
Evaluate and onboard a Channel SaaS offering to bridge the gap between near-term needs and long-term in-house solution
Oversee the full lead-to-cash process for partner-sourced and partner-influenced opportunities – from how leads are assigned to how quotes are generated to order management and revenue recognition
Align with Finance, Legal and GTM Ops to streamline the commercial process to reduce friction and accelerate time-to-close
Ensure the Equinix Partner Central Portal and CRM tooling supports an effective lead-to-cash experience, internally and externally
Develop a multi-year enablement roadmap for trainings and certifications across the partner eco-system.
Onboard external resources to solve for near-term needs while collaborating with the Enablement team on a longer-term support model
Ensure partners are equipped to provide day 2 support in the resell model, reducing reliance on internal customer support teams
Define and track metrics and KPIs to assess the effectiveness of partner enablement programs and tools.
Use data-driven insights to evolve strategies and maximize returns on partner investments