Partner Sales Manager

Partner Sales Manager

Recruits, onboards, and manages partners relationships (reseller & referral), leveraging Australia Channel Plan to drive enterprise market adoption of integrated Equinix/Partner solutions, to achieve channel/company new bookings and enterprise new logo growth objectives.

Responsibilities

Build Partners Relationships

• Plans, builds, and maintains relationships with Partners stakeholders to drive bookings/revenue growth in assigned accounts
• Conducts quarterly business reviews with strategic Partners to identify and develop new selling opportunities
• Acts as primary point of contact in addressing day-to-day partners needs
• Engages Equinix Leadership with the Partners

Leverage Internal Partners & Channel

• Manages the sales approach with the extended sales team (Global Account Manager, Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Marketing, Sales Operations, etc.) and external partners (Channel, Alliances, etc.) at regional level
• Resolves complex and diverse partners issues
• Facilitates partner relationships to ensure timely resolution of partners and their customer issues

Account Strategy/Planning

• Develops detailed strategic sub territory (Perth) plan that support the Australia Channel strategy & Ambitions
• Researches and documents detailed understanding of partners business and organizational landscape, making recommendations on long term strategy for Sub territory (Perth) growth
• Communicates channel strategy to internal partners and stakeholders in the region

Solution Selling

• Identifies Partner's business needs, challenges, and technical requirements and recommends Equinix solutions with knowledge
• Prepares commercial and technical service proposals, working closely with Equinix Solution Architects and Sales Engineers and sales counterparts around the world
• Ensures proposals are technically and commercially sound
• Sells full suite of Equinix products, as well as complexity of global footprint
• Leverages partners to drive solution development in new areas/prospects

Contract Management/Renewals

• Develops detailed understanding of commercial terms and implications, and contributes to analysis of trade offs on more diverse deals
• Proactively addresses high churn risk end customers or locations, leveraging internal resources and partners to resolve issues
• Drives partners contract renewals and negotiations to protect revenue

Pipeline Management

• Monitors and provides updates on pipeline and forecast status ('Five to Forecast') of each partner/opportunity for current and future quarters
• Prioritizes opportunities for short- and long-term pursuit to achieve assigned sales objectives
• Identifies at-risk opportunities or expiring contracts and forecasts churn, develops mitigation plans

Negotiation

• Leads complex commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
• Partners with sales leadership to present at regional deal review

Key Required Attributes

• Proven sales track records
• Established experiences on building up Channel ecosystem & business in a sub territory
• Tenacity, resiliency, and a strong sense of business accountability
• 5+ years experience preferred
• Bachelor's degree preferred