上海招聘

Summary

Recruits, onboards, and manages key partner relationships at a Regional level (reseller, referral, and agent), leveraging Account Plans to drive enterprise market adoption of integrated Equinix/Partner solutions to achieve channel/company new bookings and enterprise new logo growth objectives.

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 Partner Programs, describing program application, approval process, and timelineManages sales team and other support functions within country;

Interngrated Solutions/Joint Value Proposition

- Engages partner and Equinix cross-functional team members, such as Sales Engineers, Solutions Architects, and Product Management, for technical positioning, alignment, and packaging

- Facilitates development and alignment for joint value proposition and bundled offer

Go-to-market

- Responsible for GTM Preparation: collateral and messaging, JVP content, use cases, partner central, partner directory, and partner sales training

- Establishes Sales ROE and onboarding plan and achieves agreement on how the 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 QBRs

Partner Relationship Management

- Identifies and establishes contact with initial sponsor within prospective partners

- Manages long-term relationships with partner

- Ensures the designation and alignment of Executive sponsors

Partner Development /Activation & Enablement

- 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 Equinix Field Sales, Corporate Sales, Sales Engineers, Marketing, Customer Fulfillment and Support, Sales Operations, Operations, and IBX staff

- Coordinates development and approval of Marketing Plan, targets, strategies, activities, and co-marketing investments to support Channel Partner Business Plan with Platform Partner alignment

- Educates Strategic partners 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 with Equinix 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 Equinix

Job Requirements

Education and Experience:

- Degree in relevant discipline

- Over 10 years of professional selling experience in high value technical products including min 6 years of channel sales experience in IT industry is preferred.

- Experience with IT or cloud service provider business. Experience working for a Chinese Internet /cloud service provider/data center would be ideal

- Experience with SFDC is an advantage

Knowledge, Skills, and Abilities:

- Strong interpersonal and excellent English and Chinese language written communication skills (both verbal and written) at all audience levels, including C-level, executive, technical and line of business heads

- Strong people management and sales management

- Strong consulting selling and negotiation skills and ability to shorten sales cycle

- Strong executive selling skills as well as a demonstrated success in establishing and developing client relationships

- Flexible, innovative and able to respond appropriately in a fast-paced, time-critical environment

- Strong analytical skills, understands complex issues, quickly absorbs information, excels in conceptual and creative problem solving

- Proven presentation skills, personal impact and charisma to lead meetings and presentations

- Ability to travel internationally as required to visit teams in US HQ and APAC

Equinix, Inc.（纳斯达克代码： EQIX）在互连程度最高的数据中心内将全球领先的公司与他们的客户、 员工和合作伙伴连接在一起。在遍及五大洲的 40 个市场中， Equinix 汇聚了众多旨在拓展新机遇并加快各自业务、 IT 和云策略发展的公司。

EQUINIX 汇聚了超过 1,400 个网络以及超过 2,500家云和 IT 服务提供商, 包括 Amazon Web Services、Microsoft Azure、 Google Cloud Platform、 IBMSoftLayer、 Oracle Cloud 和 Cisco。这为客户提供了时下业内最多的选择，确保在未来接入他们所需人才、服务、数据和场所的灵活性。

我们已投资 130 亿美元以扩展我们在五大洲、 40 个市场、超过 145 个数据中心的全球平台。这些投资让我们的客户能够将更多的资源用于自身的发展，因为他们扩展所需的基础设施已经设置到位。通过在全球互连最为密集的数据中心内将企业与其客户 、员工和合作伙伴相连，我们将互连放在首位，并以此无缝地重新架构他们的 IT，让他们能够自由地创新 、竞争和发展。我们全球平台上密集而繁荣的商业生态系统的阵列是无与伦比的 ，它使 Equinix 客户能够重塑他们的 IT 并不断发展，满足数字时代的需求。