Senior Director, Partner Account Management

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 SummaryThe Senior Director, Partner  Account Management directs and oversees the APAC channel sales objectives and initiatives.  You will set short and long-term channel sales strategies, drives channel partners to execute partner plans, monitor the progress of the partner plans and recruit qualified partners.  The Senior Director works with promotion to increase sales through events and other activities, as well as expand relationships of existing customers.Manage a global team in the recruitment, onboarding, and management of complex partner relationships (reseller, referral, and agent), leveraging Account Plans that will not have an integrated Equinix/Partner solution to achieve channel/company new bookings and enterprise new logo growth objectives.ResponsibilitiesKey Metric AccountabilityDirects and oversees APAC channel sales objectives and initiativesAchieve and exceed the APAC channel booking targetSets short and long-term channel sales strategies and evaluates effectiveness of current programsResponsible for the maintenance and enablement of the existing channelPeople ManagementMotivate and manage a team of Partner Development Managers across the regionLeads and directs the work of others, including internal cross teams and channel partnersDrive the team to develop and agree with partners for the partner plans, motivate partners to execute partner plans to outperform and generate the best commercial outcomeEnable and support the team to proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationshipEnsures the team tightly qualifies the leads generated by partners and drives internal sales team and partner sales to create a win-winPartner Account ManagementBuild strong successful relationships with Equinix Channel Partners to ensure we are finding the right partners and enabling them to successfully sell Equinix range of services.  These efforts should result in accelerating the sales volume by reaching a much larger Total Addressable MarketAble to represent partners’ needs within the wider Equinix team and contribute to a partner-centric culture within EquinixProactively recruits new qualifying partnersSells through partner organizations to end users in coordination with partner sales resourcesManages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagementEnsures partner compliance with partner agreementsDrives adoption of company programs among assigned partnersQualificationsBachelors/Masters educational qualifications (plus an MBA as a preference)At least 10 year(s) of working experience in the related field is required for this position with focus in the IT Vendor, IT Services Telecommunication/Network or Data Centre industry. Experience or knowledge with Cloud Service Providers is preferredPeople/leadership approach that demonstrates empathy, high performance work ethic, commercial acumen and building of a supportive and focused team cultureStrong channel, segmentation, GTM skills and good knowledge of the local sales environment, channels and consumer behaviourExperience in working in a matrix managed organizationTenacity, resilience and emotional intelligence will be highly regarded traits in this roleExcellent verbal, written and presentation communications skillsProven capability to work in a high performance team, highly collaborative; with strong accountabilityResourceful and agile in an accelerated transformation environmentEquinix 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.