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Partner Account Manager – JHB needed at Equinix

Job title : Partner Account Manager – JHB

Job Location : Gauteng, Johannesburg

Deadline : April 06, 2024

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Job 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 timeline

Integrated 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

Qualifications

  • Proven years of experience preferred in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferred
  • Bachelor’s Degree required

How to Apply for this Offer

Interested and Qualified candidates should Click here to Apply Now

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