Partner Sales Manager - India

Job description Summary:

The Partner Sales Manager will be responsible for managing, developing and expanding relationships with key Channel partners in India. The role will focus on driving growth of Equinix business via channel partners.

Job Descriptions:

Partner Recruitment

• Understands the prevailing channel landscape in India to identify, prioritize and recruit prospective partners with a focus on multitier channel ecosystem: ie Tier 1 SI / MSP, Global partners and Distribution.
• Researches and understands prospective partner’s products and services, relevant competencies, and geographic coverage. Assesses partner competency and qualifications (such as # 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
• Engages cross functional team to develop a Go-to-market and first deal strategy

Partner Relationship Management

• Identifies and establishes contact with initial sponsor within prospective partners
• Build and maintain strong, long-term relationships with key stakeholders at partners’ organisations
• Develop a Partner Business plan jointly with assigned partners and distributor focussed strategic alignment and operational execution
• Develop / Facilitate Executive Sponsor engagements as necessary
• Conducts Monthly / Quarterly / Annual Partner Business Reviews
• Serve as the primary point of contact for assigned partners

Partner Development / Activation & Enablement

• Identify and pursue new opportunities to expand market coverage both via Tier 1 Resellers and 2-tier distribution model
• Develop and execute joint business plan to drive revenue growth, new partners growth and achieve sales booking targets
• Develop and co-engineer joint solution with partners leveraging cross functional teams where necessary
• Educates and creates awareness of value of Equinix platform (Joint value proposition)
• Work closely with internal teams to develop partner / distributors specifics initiatives including MDF/ PDF.

Business Operation:

• Collaborate with Distributor to customise deal structures on more diverse deals with resellers
• Proactively addresses Distributor’s operation process with Equinix’s internal Quote-Cash operation process, and to resolve issues with support of internal function teams.
• Collaborate and drive resellers new contract and negotiations to protect Equinix revenue

Business/Pipeline Reviews

• This is a quota bearing role and candidates much have experience in managing sales pipeline, forecast, deal registration, quoting and other quote to cash activities
• Joint Funnel Reviews with both internal and partner stakeholders.
• Track and report on key performances metrics, including sales pipeline, revenue and market penetration

Cross-Functional Collaboration

• Works closely with Equinix Direct End User Sales, Sales Engineers, and Marketing, Partner Programs and other internal teams. Exposure of working in a multi-cultural / global environment is preferred although not necessary
• 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

• Excellent communication, negotiation and relationship building skills with all stakeholders. Ability to communicate well and drive actions with a broad range of technical and business personas including key decision makers / CXOs

Qualifications

• 10 years of proven success in a Sales role out of which at least 5 years as a Partner Sales Manager / Channel Manager in a quota bearing role working for a technology, network, datacenter, hyperscaler, cloud- based products or services provider
• Ideal candidate should have a strong track record in channel sales, strong relationship-building skills and a deep understanding of technology partners landscape in the Indian market. Candidates with demonstrable track record of success with Tier 1 Resellers (GSI/MSP/NSP) and or Distributors will be preferred
• Bachelor's degree preferred
• Fluent in English and any other major Indian language
• Able to work independently and collaboratively in a fast paced, dynamic environment