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Account Executive, Corporate Sales at Equinix

Posted in Other 30+ days ago.

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Type: Full Time
Location: Redwood City, California





Job Description:

Account Executive, Corporate Sales

Recruits, onboards, and manages country specific (e.g. in China only) partner relationships (reseller, referral, and agent), leveraging Account Plans that will not have an integrated Equinix/Partner solution 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 partner competencies and qualifications (includes # customers, related services, # sellers)

* Describes relevant participation requirements and benefits of Partner Programs, describing program application, approval process, and timeline

Go-to-market

* Communicates Sales ROE and onboarding plan and confirms agreement on how the companies will communicate during sales pursuits

* Selectively engages Channel Marketing and coordinates development of initial go-to-market and first deal strategy

Partner Relationship Management

* Identifies and establishes contact with initial sponsor within prospective partners

* Manages long-term relationships with partner

* Identifies partner Executive sponsors

Partner Development / Activation & Enablement

* Educates and creates awareness of value of Equinix platform

Business/Pipeline Reviews

* Participates in Regional Joint Business Planning

* Participates in deal tagging / tracking process

* Has joint funnel oversight

Cross-Functional Collaboration

* Works closely with Equinix Field Sales, Corporate Sales, Sales Engineers, and Marketing

* Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution

* Leverages executive sponsors appropriately

Communications

* Delivers 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

* Articulates business value of joint value proposition with Equinix

QUALIFICATIONS

* 1+ years of proven success in channel sales for an internet, network, data center, hyperscaler or cloud based products or services provider preferred

* Bachelor's degree preferred

EOE/M/F/Vet/Disability