Who are we?

　　Equinix is the world's digital infrastructure company, operating over250data centers across the globe. Digital leaders harness Equinix's trustedplatform to bring together and interconnect foundational infrastructure atsoftware speed. Equinix enables organizations to access all the rightplaces, partners and possibilities to scale with agility, speed the launchof digital services, deliver world-class experiences and multiply theirvalue, while supporting their sustainability goals.

　　A career at Equinix means you will collaborate on work that impacts the worldand be surrounded by endless opportunities to learn new skills and grow invaried directions.We embrace diversity in thought and contribution and arecommitted to providingan equitable work environment that is foundational toour core values as a company and is vital to our success.

　　Distribution Partner Sales Manager, Arrow

　　We are seeking a dynamic and experienced Distribution Partner Sales Manager,Arrow to join our growing team. We specialize in providing foundationaldigital infrastructure and data center solutions, catering to theever-evolving needs of businesses worldwide. As a Distribution Partner SalesManager, Arrow, you will play a crucial role in establishing andmaintaining strategic partnerships with key distribution companies. This rolerequires 5 years' experience taking services to market through Arrow'sdistribution channel.

　　Responsibilities

　　Partner Recruitment

　　Researches and understands prospective partner's products and services,relevant competencies, and geographic coverage

　　Evaluates qualifications using Ideal Partner Profile and Targeting Scorecard(includes # customers, related services, # sellers)

　　Describes relevant participation requirements and benefits of PartnerPrograms, describing program application, approval process, and timelineIntegrated Solutions/ Joint Value Proposition

　　Engages partner and Equinix cross-functional team members, such as SalesEngineers, Solutions Architects, and Product Management, for technicalpositioning, alignment, and packaging

　　Facilitates development and alignment for joint value proposition and bundledoffer Go-to-market * Responsible for GTM Preparation: collateral andmessaging, JVP content, use cases, partner central, partnerdirectory, and partner sales training

　　Establishes Sales ROE and onboarding plan and achieves agreement on how thecompanies will communicate during sales pursuits

　　Engages Channel Marketing and coordinates development of initial go-to-marketand first deal strategy

　　Responsible for GTM Execution: pipeline development, sales targets,sales plan, deal management, Day 2 support, billing and orderingsupport, and QBRs Partner Relationship Management

　　Identifies and establishes contact with initial sponsor within prospectivepartners

　　Manages long-term relationships with partner

　　Ensures the designation and alignment of Executive sponsors PartnerDevelopment / Activation & Enablement

　　Conducts or participates in the process of Reseller ActivationBusiness/Pipeline Reviews

　　Participates in Global Joint Business Planning

　　Oversees deal tagging / tracking process

　　Has joint funnel oversight Cross-Functional Collaboration

　　Works closely with Equinix Field Sales, Corporate Sales, SalesEngineers, Marketing, Customer Fulfillment and Support, SalesOperations, Operations, and IBX staff

　　Coordinates development and approval of Marketing Plan, targets,strategies, activities, and co-marketing investments to support ChannelPartner Business Plan with Platform Partner alignment * Educates Strategicpartners on how to engage Equinix resources (including GSA, SE, CSM)to define, quote, and order solution

　　Facilitates cross-functional review of partnership performance, includingsales, operations, and marketing, as established in Partner Business Plan

　　Leverages executive sponsors appropriate y Communications

　　Tailors message and partner pitch to partner company on how partnering withEquinix can help to 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 with Equinix

　　Expertly articulates business value of joint value proposition with... For