Network Partnership Development Specialist

7 days ago

Sydney, New South Wales, Australia beBeeBusiness Full time $120 - $170

We are a rapidly expanding international organization operating over 240 data centers globally, providing interconnections to all key clouds and networks. Our worldwide platform enables customers to deploy infrastructure anywhere they need it and connect it to everything required for success.

Our innovative portfolio of high-performance products and services has created the largest, most active global ecosystem comprising more than 10,000 companies, including 2,000 networks and 3,000 cloud and IT service providers in 31 countries spanning six continents.

A career at our organization means you will collaborate on work with significant impact and be surrounded by numerous opportunities to learn new skills and grow in various directions. We value diversity in thought and contribution and are committed to providing an equitable work environment.

Key Responsibilities

  • Researches and understands prospective partner's products and services, relevant competencies, and geographic coverage
  • Evaluates qualifications using Ideal Partner Profile and Targeting Scorecard
  • Engages partner and cross-functional team members for technical positioning, alignment, and packaging
  • Facilitates development and alignment for joint value proposition and bundled offer
  • Responsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training
  • Establishes Sales Return on Engagement and onboarding plan and achieves agreement on how companies will communicate during sales pursuits
  • Engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy
  • Responsible for GTM Execution: pipeline development, sales targets, sales plan, deal management, Day 2 support, billing and ordering support, and Quarterly Business Reviews
  • Identifies and establishes contact with initial sponsor within prospective partners
  • Manages long-term relationships with partner
  • Ensures the designation and alignment of Executive sponsors
  • Conducts or participates in the process of Reseller Activation Business/Pipeline Reviews
  • Participates in Global Joint Business Planning
  • Oversees deal tagging / tracking process
  • Has joint funnel oversight Cross-Functional Collaboration
  • Works closely with Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and IBX staff
  • Cordiates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment
  • Delivers strategic guidance on how to engage Equinix resources (including GSA, SE, CSM) to define, quote, and order solution
  • Facilitates cross-functional review of partnership performance, including sales, operations, and marketing, as established in Partner Business Plan
  • Leverages executive sponsors appropriately Communications
  • Tailors message and partner pitch to partner company on how partnering can help grow their business
  • Delivers relevant message to confirm mutual interest in moving forward, uncovering interest and motivation of prospective partner stakeholders, identifying their business driver to partner
  • Expertly articulates business value of joint value proposition

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