Partner Account ManagerEquinix is the world’s digital infrastructure company, operating 240+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.We are a fast-growing global company with 20 years of consecutive quarterly growth*. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of 10,000+ companies, including 2,100 networks and 3,000+ cloud and IT service providers in 32 countries spanning six continents. 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. *As of Quarter 4 2022Job SummaryIn this position you will build and develop the System Integrator channel business for the Benelux sales territory and by that identify, prospect and generate new channel (reseller and referral) business for all EQUINIX sales verticals with a strong focus on international enterprises and public end customers. You will expand sales footprint through existing and new System Integrators, leverage System Integrators existing relationships with end user, package complimentary services to drive mutually beneficial sales. Focus is to drive “sell through” and “sell with” relationships with the assigned System Integrators.ResponsibilitiesManage a list of System Integrators as agreed between local sales leadership, Channel Team, and Global Channel organization. Examples can include System Integrators like : Accenture, Deloitte, Cap Gemini, Atos, KPN, HPE/DXC, CGI, Cognizant, Infosys, Wipro, IBM, FujitsuDevelop go-to-market plan together with Benelux Channel Lead, Benelux Sales Director, EMEA SI Leader and Global teamBecome the Subject Matter Expert on the Equinix System Integrator Partner proposition. Drive that message internally (sales team, channel team) and externally to the channel eco-systemPer need, identify local System Integrators, recruit them and manage themWork very close with our Technology Alliances Dell, HPE and Cisco and develop joint value propositions with these technology alliances for the assigned System Integrators.With support from technical presales / architect, develop joint solutions with the System Integrators, build a comprehensive Go to Market plan and drive execution locallyOwn the forecasting process in Sales Force for the assigned System Integrators and own the end-to-end sales processDrive the reseller motion with the assigned System IntegratorsManaged the sales process with the several internal and external stakeholdersDocumentation of System Integrators forecasting and activity with accurate recordsConducting sales presentations with the assigned System Integrators to customers and prospectsLiaising with other Equinix departments to secure new businessDrive and respond to System Integrator pipeline opportunitiesCoordinate teaming with regionally deployed direct sales reps as neededAttending relevant networking events with the assigned System IntegratorsOwner of channel deal registration process and assignments as per needMaintenance of accurate existing and prospects System Integrators records on Equinix databaseQualificationsGraduate LevelProven years of minimum experience with channel development rolesTangible track record of building channel business successfully in a fast-growing environmentKey relationship with numerous System Integrators in the Benelux region (as per list above) a plusAn understanding of both System Integrator & Alliance Management and partner developmentRelevant Industry Knowledge with Telco’s, System integrators, DC Providers or Hardware suppliers a plusUnderstanding of business procedures in Finance, Marketing, Procurement, business planning and contract managementFluent in Dutch and English in speaking and writing; Additional Language (French) a plusIntercultural understanding and global cooperation abilityExcellent interpersonal & negotiation skillsTransparent in Communication, pro-active communication behaviorEquinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you need assistance in applying for an open position, you may send an email to Staffing@equinix.com. Please provide your contact information and let us know how we can assist you.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.
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