Distribution Partner Sales Manager, TD Synnex - Equinix

Job Summary

We are seeking a dynamic and experienced Distribution Partner Sales Manager, TD Synnex to join our growing team. We specialize in providing foundational digital infrastructure and data center solutions, catering to the ever-evolving needs of businesses worldwide. As a Distribution Partner Sales Manager, TD Synnex, you will play a crucial role in establishing and maintaining strategic partnerships with key distribution companies.  This role requires 5 years’ experience taking services to market through TD Synnex’s distribution channel. 

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 Data Center 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

• 5+ 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 required

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. #LI-KF2