Partner Sales Manager

Who are we?Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.  A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success. Job SummaryRecruits, onboards, and manages partners relationships (reseller & referral), leveraging Australia Channel Plan to drive enterprise market adoption of integrated Equinix/Partner solutions, to achieve channel/company new bookings and enterprise new logo growth objectives.ResponsibilitiesBuild Partners RelationshipsPlans, builds, and maintains relationships with Partners stakeholders to drive bookings/revenue growth in assigned accountsConducts quarterly business reviews with strategic Partners to identify and develop new selling opportunitiesActs as primary point of contact in addressing day-to-day partners needsEngages Equinix Leadership with the Partners  Leverage Internal Partners & ChannelManages the sales approach with the extended sales team (Global Account Manager, Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Marketing, Sales Operations, etc.) and external partners (Channel, Alliances, etc.) at regional levelResolves complex and diverse partners issuesFacilitates partner relationships to ensure timely resolution of partners and their customer issuesAccount Strategy/PlanningDevelops detailed strategic sub territory (Perth) plan that support the Australia Channel strategy & AmbitionsResearches and documents detailed understanding of partners business and organizational landscape, making recommendations on long term strategy for Sub territory (Perth) growthCommunicates channel strategy to internal partners and stakeholders in the regionSolution SellingIdentifies Partner’s business needs, challenges, and technical requirements and recommends Equinix solutions with knowledge Prepares commercial and technical service proposals, working closely with Equinix Solution Architects and Sales Engineers and sales counterparts around the worldEnsures proposals are technically and commercially soundSells full suite of Equinix products, as well as complexity of global footprintLeverages partners to drive solution development in new areas/prospectsContract Management/RenewalsDevelops detailed understanding of commercial terms and implications, and contributes to analysis of trade offs on more diverse dealsProactively addresses high churn risk end customers or locations, leveraging internal resources and partners to resolve issuesDrives partners contract renewals and negotiations to protect revenuePipeline ManagementMonitors and provides updates on pipeline and forecast status (‘Five to Forecast’) of each partner/opportunity for current and future quartersPrioritizes opportunities for short- and long-term pursuit to achieve assigned sales objectivesIdentifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plansNegotiationLeads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possiblePartners with sales leadership to present at regional deal reviewKey Required AttributesProven sales track recordsEstablished experiences on building up Channel ecosystem & business in a sub territoryTenacity, resiliency, and a strong sense of business accountability5+ years experience preferredBachelor's degree preferredEquinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form. Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.