Partner Sales Manager - SI/MSP

Description

Partner Recruitment

• Understands the prevailing channel landscape in India toidentify, prioritize and recruit prospective partnerswith a focus onTier 1 SI / MSPand assignedGlobalpartners.

• Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage. Assessespartner competency and qualifications (such as # customers, related services, # sellers)

• Describes relevant participation requirements and benefits of Partner Programs, describing program application, approvalprocessand timeline Go-to-market

• Communicates Sales ROE and onboarding plan and confirms agreement on how the companies will communicate during sales pursuits

• Engages cross functional team todevelopa Go-to-market and first deal strategy

Partner Relationship Management

• Identifiesandestablishescontact withinitialsponsor within prospective partners

• Build andmaintainstrong,long-term relationships withkey stakeholders atpartners’ organisations

• Develop a Partner Business planjointly with assigned partners and distributorfocussed strategic alignment and operational execution

• Develop /FacilitateExecutive Sponsor engagements as necessary

• Conducts Monthly / Quarterly / Annual Partner Business Reviews

• Serve as the primary point of contact for assignedpartners

Partner Development / Activation & Enablement

• Identifyand pursue new opportunities to expand market coveragewith assigned partners.

• Develop and execute joint business plan to drive revenue growth, new partners growth and achieve sales booking targets

• Develop and co-engineer joint solution with partners leveragingcross functional teams where necessary

• Educates and creates awareness of value of Equinix platform (Joint value proposition)

• Work closely with internal teamsto developpartner /distributors specifics initiativesincluding MDF/ PDF.

Business Operation:

• Collaborate withPartnerstocustomise deal structureson more diverse dealswith resellers

• Provides weekly / monthly/ quarterly forecasts for the assigned patch of accounts.

• Manage the quote to cash process to deliver accelerated bookings and revenues.

Business/Pipeline Reviews

• This is a quota bearing role and candidates much have experience in managing sales pipeline, forecast, deal registration,quotingand other quote to cash activities

• Joint Funnel Reviews with both internal and partner stakeholders.

• Track and report on key performances metrics, including sales pipeline,revenueand market penetrationetc.

Cross-Functional Collaboration

• Works closely with Equinix Direct End User Sales, Sales Engineers, and Marketing, PartnerProgramsand other internal teams. Exposure of working in a multi-cultural / global environment is preferred although not necessary

• Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution

• Leverages executive sponsors appropriately

Communications

• Excellent communication,negotiationand relationship building skills with all stakeholders.Ability to communicate well and drive actions with a broad range of technical and business personas including key decision makers / CXOs

Qualifications

• 10+ years of proven successin a Sales role out of which at least 5 years as a Partner Sales Manager / Channel Manager in a quota bearing role working foratechnology,network,datacenter,hyperscaler,cloud-based products or services provider

• Ideal candidate should have a strongtrack recordin channel&/or directsalespreferably with companies having strong partner business and must have builtstrong relationship and a deep understanding of thepartners landscape inthe Indianmarket. Candidates withdemonstrabletrack recordofsuccesswithTier 1 Resellers(GSI/MSP/NSP)will be preferred.

• Bachelor's degree preferred

• Fluent in Englishand any other major Indian language

• Able to work independently and collaboratively in a fast paced, dynamic environment

Equinix 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 . 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. We use artificial intelligence in our hiring process. Learn more . This posting is a new position within our organization.