Senior Vice President, Channel at Equinix in Redwood City, California

Job Description:

Senior Vice President, Channel

Senior Vice President, Channel

Responsible for the management of Global Channel Sales, Global Channel Programs, and additional sell through/sell-with channel motions. Develops and leads the strategic vision, thought leadership, programs/processes, technology and robust partner account management for Equinix Channel teams to drive accelerated new business and revenue growth and protection in key markets.

Oversees Channel Acceleration efforts and leads engagement with Finance, Marketing, Business Development, Technical Sales, Product, and others in the development and growth through the channel. Responsible for total Global Channel sales performance with a focus on driving channel connectedness and growing enterprise sales.

Main Responsibilities and Accountabilities of the Role:

Define and execute global channel strategy and pursuit

• Create and lead enterprise partner sales strategy and programs across all Channel motions: Create and lead Channel selling and Channel program teams to maintain existing customers while also expanding pipeline of new customers, leveraging tools that improve processes and improve discipline along the way. Define and ensure achievement of partner sales strategy, financial performance and contribution to the company’s long-range plan




• Manage targets: Deliver the Global Channel quarterly and annual revenue objectives; track opportunities, maintain up-to-date account profiles, accurately and consistently forecast business. Serve as key member of Global Sales leadership team




• Enable sustained Channel execution: Build the bridge between long-term partner development and success to day-to-day field execution, ensuring that the entire organization has the direction, information, resources and support to successfully execute in the field




• Build regional and country value: Partner with Regional, GAM and Corporate Sales SVPs to ensure application of global strategy locally, creating meaningful competitive differentiation in regional and local markets, executing the company’s channel vision, strategy and pursuit in both the region and the country




• Active Channel voice into product and key business decisions: voice of partner perspective in critical CRO, Sales, Product, IT, and all other cross functional operational decisions

Accelerate Channel transformation

• Define and lead strategic transformation: In partnership with GTM Transformation leader, Global Sales Leadership team, CRO Leadership and key cross-functional stakeholders, define, prioritize and ensure alignment to and achievement of channel acceleration aspirations




• Drive transformative Channel mindset: Bring to life the power of the channel through lighthouse Sales wins, key cross-functional engagements and tight partnership and coordination across the Global Sales leadership team

Lead and align diverse and cross-functional team

• Align cross-functional teams: Align and engage cross-functional stakeholders through a collaborative and inclusive approach that drives positive experiences and outcomes for partners and Equinix




• Shape a collaborative, transparent, and entrepreneurial culture, in tandem with the Sales leadership team




• Motivate employees around shared vision and change story in line with Channel, Sales and GTM transformation

Leadership Characteristics of the Role:

Knowledge and Experience

• 15+ years demonstrated track record in enterprise/Channel sales




• Experience managing P&L (in excess of $1B), Balance Sheet, and Cash Flow




• Knowledge of business challenges facing enterprise executives that are driving digital transformation needs




• Experience establishing and scaling indirect sales and partner programs




• Experience selling to breadth of industries including network and mobile providers, Cloud and IT services, content providers, financial services




• Experience with recurring revenue, sales complexity, solution selling, and enabling platforms for B2B

Skills and Attributes

• Adept at balancing intense short-term pressures with overall long-term goals




• Ability to effectively collaborate and resolve global/local trade-offs in a matrixed organization with an Equinix and partner first mindset




• Adept at managing through change and minimizing business disruption during transformational efforts




• Adept at inspiring behavior change through motivating teams, planning initiatives, designating priorities, and being decisive when faced with ambiguity




• Focus on execution and results – establishing high standards for performance, following through and holding people accountable for results




• Exceptional ability to collaborate with disparate teams and cultivate deep relationships to deliver customer value




• Demonstrated skill set in leading and executing a global Chanel strategy, both at the global and local level

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.