Partner Account Manager

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. 

Role Summary:

We are seeking a highly motivated and experienced Partner Account Manager to drive high-impact engagement with a small number of strategic Channel partners. This role will be pivotal in developing and managing high-value partnerships that align with Equinix’s strategic goals, fostering joint go-to-market (GtM) success, and delivering mutual business value. The ideal candidate will have deep expertise in partner relationship management, market development, and collaborative solution selling in a global, complex partner ecosystem.

As the primary point of contact, you will leverage your experience in working with Channel partners to build strong, long-term relationships, execute joint value propositions, and manage sales pipelines to ensure business growth. A strong understanding of partner operating models, technology trends, and enterprise sales will be critical.

Key Responsibilities:

1. Partner Relationship Management

• Serve as the primary liaison between Equinix and Channel partners, establishing and nurturing trusted advisor relationships with senior executives and key stakeholders.

• Drive alignment between Equinix executives and partner executive sponsors, ensuring clear communication and engagement at all levels of the organisations.

• Develop and execute long-term plans to enhance partnership performance and grow revenue streams jointly with Channel partners.

• Regularly engage with cross-functional teams across Equinix to align internal resources with partner needs.

2. Partner Enablement and Activation

• Identify growth opportunities within Channel partners’ portfolios and influence them to prioritise Equinix solutions in their service delivery.

• Educate partners on the benefits of Equinix’s Partner Programs, ensuring compliance with program participation requirements.

• Work closely with partner enablement teams to activate and onboard partner resellers, ensuring readiness to sell and deliver Equinix solutions effectively.

3. Joint Value Proposition (JVP) Development

• Collaborate with partner and internal stakeholders (e.g., Sales Engineers, Solutions Architects, Product Management) to create joint value propositions (JVPs) tailored to enterprise customer needs.

• Develop bundled solution offerings that align with Channel partners’ business models and service portfolios, leveraging Equinix’s global platform and ecosystem.

• Clearly articulate how these JVPs can drive digital transformation and growth for end customers.

4. Go-to-Market (GtM) Strategy and Execution

• Design and execute comprehensive GtM strategies with Channel partners to penetrate enterprise accounts across key verticals and geographic markets.

• Develop sales enablement materials, including collateral, messaging, and use cases, to support joint selling efforts.

• Conduct sales training for Channel partner teams to build familiarity with Equinix’s capabilities, solutions, and selling strategies.

• Facilitate joint QBRs (Quarterly Business Reviews), monitor pipeline metrics, and ensure successful execution of joint sales plans.

5. Business Development and Pipeline Management

• Drive joint business planning and global sales alignment to achieve shared growth objectives.

• Oversee the deal tagging, tracking, and reporting process, ensuring visibility and accountability for all opportunities in the sales funnel.

• Actively work with Channel partner teams to identify, qualify, and close deals that align with Equinix’s priorities.

6. Cross-Functional Collaboration and Co-Marketing

• Partner closely with internal teams, including Field Sales, Mid-Market Sales, Marketing, Sales Engineers, and Customer Fulfilment, to support GtM initiatives and ensure end-to-end execution.

• Lead the creation and implementation of co-marketing investments and campaigns designed to drive demand and support platform alignment with Channel partners.

7. Communication and Value Articulation

• Deliver compelling, customised pitches that communicate the unique value of partnering with Equinix to Channel partners.

• Maintain a clear and consistent communication cadence to uncover partner needs, motivations, and business drivers.

• Articulate the business value and ROI of joint solutions to both partners and prospective customers.

Qualifications and Skills:

Experience

• Proven years of experience in partner account management, alliances, and/or business development.

• Proven success managing complex partnerships and developing GtM strategies with large-scale Channel partners.

• Deep knowledge of enterprise technology trends, cloud infrastructure, digital transformation solutions, and IT services.

Technical/Business Acumen

• Strong understanding of Channel partner operating models, service delivery processes, and key technology solutions (e.g., hybrid cloud, edge computing, data centres, SaaS).

• Experience collaborating with technical teams to develop and position joint solutions that meet specific customer needs.

Communication and Relationship Skills

• Exceptional interpersonal and communication skills with the ability to build relationships and influence stakeholders at all organisational levels.

• Skilled at delivering persuasive presentations and value propositions to executives and partners.

• Demonstrated ability to work across functional areas and geographies to achieve results.

Leadership and Execution

• Highly self-motivated, strategic thinker capable of managing multiple priorities and delivering outcomes in a fast-paced, dynamic environment.

• Strong organisational and problem-solving skills with an eye for detail and results-oriented mindset.

Education

• Bachelor’s degree in Business, Marketing, Technology, or a related field; MBA or equivalent experience is a plus.

Why Join Equinix?

At Equinix, we are powering the world’s digital leaders. By partnering with industry-leading organisations, you will play a critical role in enabling digital transformation for enterprises globally. Join us to make a difference in the evolving landscape of hybrid and multi-cloud solutions while accelerating your career in one of the world’s most dynamic ecosystems.

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 this form .

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.