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 SummaryA highly motivated and results-oriented Partner Sales Manager to drive incremental revenue growth and expand market share through our network of distribution, Tier 1 and technology alliances partners.This role is pivotal in recruiting new resellers via distributor networks and developing deeper collaboration with technology alliance partners’ channel ecosystems. The successful candidate will have a proven track record in channel sales, exceptional relationship-building skills, and the ability to execute multi-tier sales strategies.ResponsibilitiesDrive Incremental Revenue GrowthAchieve and exceed incremental revenue and market share targets by leveraging the channel ecosystemMaximize sales opportunities through distribution partners, Tier 1 Partners and strategic technology alliancesDevelop and execute joint Go-to-Market (GTM) strategies with partners to accelerate revenue growthManage a robust sales pipeline, ensuring accurate forecasting and deal tracking to meet quota targetsPartner Recruitment, Activation, Development, and Relationship ManagementAnalyze the channel landscape to identify, recruit, and onboard high-potential partners, including Tier 1 Partners and 2-tier distribution networks, to expand market coverageJointly develop and execute Partner Business Plans and Go-to-Market (GTM) strategies with distributors and Tier 1 Partners to drive revenue growth, new reseller recruitment, and achieve sales booking targets.Evaluate and assess partner competencies, geographic coverage, product/service alignment, and operational capabilities to ensure strategic fit and maximize channel impactArticulate and co-engineer joint value propositions and solutions with partners, leveraging internal cross-functional teams where requiredBuild and maintain strong, long-term relationships with key stakeholders across partner organizations, fostering collaboration and trustEnable partners with comprehensive training, resources, and ongoing support to ensure they are equipped to effectively sell and position products and servicesEnsure partners and distributors have access to the latest product information, sales tools, and marketing collateral to align with market needsLead the development of partner-specific initiatives, including MDF (Market Development Funds) programs, in collaboration with internal teams and distributorsEducate partners on the value of our platform and solutions, creating awareness and alignment with the joint value propositionConduct regular Partner Business Reviews (monthly, quarterly, and annually) to evaluate performance, track progress, and identify future growth opportunitiesFacilitate executive-level engagements and sponsorships when necessary to strengthen relationships and align on strategic prioritiesServe as the primary point of contact for assigned partners, addressing inquiries, resolving challenges, and ensuring seamless collaboration and operational successTechnology Alliances CollaborationWork closely with Strategic technology alliance partners to develop and deploy integrated go-to-market strategy and co-selling opportunities driven by joint solutionsDrive alignment between the company’s product roadmap and the offerings of alliances partners to create differentiated values propositionsRepresent the company at alliances partners events, industry conferences and joint customer engagementsBusiness OperationCollaborate with Distributor & Tier 1 Partner to customise deal structures on more diverse dealsProactively addresses Distributor’s operation process with Equinix’s internal Quote-Cash operation process, and to resolve issues with support of internal function teamsCollaborate and drive Tier 1 Partners new contract and negotiations to protect Equinix revenueCross-Functional CollaborationWorks closely with Equinix Direct End User Sales, Sales Engineers, and Marketing, Partner Programs and other internal teams. Exposure of working in a multi-cultural / global environment is preferred although not necessaryEducates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solutionLeverages executive sponsors appropriatelyQualificationsExperience5+ years of experience in channel sales, partner management, or business development in the technology sectorProven success in working with distributors, technology alliances, or reseller channels to drive revenue growthFamiliarity with GTM strategies, reseller recruitment, and distributor operations is requiredExperience in technology sectors such as IT, data center solutions, cloud platforms, or hardware/software is highly desirableSkillsExceptional communication, negotiation, and relationship-building skills, with the ability to influence CXO-level stakeholdersExpertise in managing channel sales pipelines, forecasting outcomes, and structuring complex dealsStrong analytical skills to measure performance metrics and develop actionable insightsAbility to thrive in a fast-paced, collaborative, and cross-functional environmentEducationBachelor’s degree in Business, Sales, Marketing, or Technology-related fields preferredAdditional RequirementsKnowledge of the Australian partner ecosystem and its channel partnersSelf-starter who excels both independently and within a teamExperience working in culturally diverse/global environments is a plusEquinix 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.