Partner Sales Manager

**Partner Sales Manager**:

- JR-150460
- Hybrid
- Sydney
- Sales
- Full time

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 Summary

A 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.

**Responsibilities**:
Drive Incremental Revenue Growth
- Achieve and exceed incremental revenue and market share targets by leveraging the channel ecosystem
- Maximize sales opportunities through distribution partners, Tier 1 Partners and strategic technology alliances
- Develop and execute joint Go-to-Market (GTM) strategies with partners to accelerate revenue growth
- Manage a robust sales pipeline, ensuring accurate forecasting and deal tracking to meet quota targets

Partner Recruitment, Activation, Development, and Relationship Management
- Analyze the channel landscape to identify, recruit, and onboard high-potential partners, including Tier 1 Partners and 2-tier distribution networks, to expand market coverage
- Jointly 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 impact
- Articulate and co-engineer joint value propositions and solutions with partners, leveraging internal cross-functional teams where required
- Build and maintain strong, long-term relationships with key stakeholders across partner organizations, fostering collaboration and trust
- Enable partners with comprehensive training, resources, and ongoing support to ensure they are equipped to effectively sell and position products and services
- Ensure partners and distributors have access to the latest product information, sales tools, and marketing collateral to align with market needs
- Lead the development of partner-specific initiatives, including MDF (Market Development Funds) programs, in collaboration with internal teams and distributors
- Educate partners on the value of our platform and solutions, creating awareness and alignment with the joint value proposition
- Conduct regular Partner Business Reviews (monthly, quarterly, and annually) to evaluate performance, track progress, and identify future growth opportunities
- Facilitate executive-level engagements and sponsorships when necessary to strengthen relationships and align on strategic priorities
- Serve as the primary point of contact for assigned partners, addressing inquiries, resolving challenges, and ensuring seamless collaboration and operational success

Technology Alliances Collaboration
- Work closely with Strategic technology alliance partners to develop and deploy integrated go-to-market strategy and co-selling opportunities driven by joint solutions
- Drive alignment between the company’s product roadmap and the offerings of alliances partners to create differentiated values propositions
- Represent the company at alliances partners events, industry conferences and joint customer engagements

Business Operation
- Collaborate with Distributor & Tier 1 Partner to customise deal structures on more diverse deals
- Proactively addresses Distributor’s operation process with Equinix’s internal Quote-Cash operation process, and to resolve issues with support of internal function teams
- Collaborate and drive Tier 1 Partners new contract and negotiations to protect Equinix revenue

Cross-Functional Collaboration
- Works 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 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

**Qualifications**:
Experience
- 5+ years of experience in channel sales, partner management, or business develo