Senior Director, Business Development Technology Partner Program in Seattle, WA from Equinix, US

Senior Director, Business Development Technology Partner Program
Equinix is one of the fastest growing data center companies, growing connectivity between clients worldwide. That’s why we’re always looking for creative and forward thinking people who can help us achieve our goal of global interconnection. With 200 data centers in over 24 countries spanning across 5 continents, we are home to the Cloud, supporting over 1000 Cloud and IT services companies that are directly engaged in technological innovation and development. We are passionate about further evolving the specific areas of software development, software and network architecture, network operations and complex cloud and application solutions.

At Equinix, we make the internet work faster, better, and more reliably. We hire hardworking people who thrive on solving hard problems and give them opportunities to hone new skills, try new approaches, and grow in new directions. Our culture is at the heart of our success and it’s our authentic, humble, gritty people who create The Magic of Equinix. We share a real passion for winning and put the customer at the center of everything we do.

Job Summary

Create and deliver a program to attract the most strategic and complementary technology companies. Partner with these companies to integrate and deliver their offers/solutions as well as joint offers/solutions AT and ON/BY Platform Equinix. This should enable Enterprise customers to view and utilize Equinix as a global enabler for their highest value digital solutions.

Responsibilities

1.Business Impact – Deepen our relationships with leading technology companies to define, develop and deliver joint solutions to the market and that drive magnetic value onto Platform Equinix and create incremental revenue

Work with Sales to build and develop deep relationships with technology partners

Maintain a prioritized list of partners and the joint solution offers to be integrated and/or jointly taken to market

Develop joint value propositions and GTM plans

Drive initiatives through the Channel Acceleration End-to-End framework leading the up front steps in the process

2 .Ecosystem Portfolio Depth & Alignment -Prioritize and attract the market leaders in targeted technology sectors to include cloud infrastructure and software; integrating them into our evolving platform strategy and working jointly to deliver to our customers abreadth of differentiatedsolutions providing them greater choice and unique value.

Maintain a prioritized list of partners and the joint solution offers to be integrated and/or jointly taken to market

Perform initial and regular benchmark analysis against industry leading technology alliance programs

Developand support a range of commercial models and value exchange structures

3. Stakeholder Alignment & Governance

Align with our internal and external stakeholder priorities to focus our efforts and create a ongoing global governance model

Create and maintain a governance model for ongoing oversight

Get cross functional resource alignment and commitments necessary to achieve targets

4. Operational Excellence

Create repeatable and scalable business processes that enable globally integrated offers with aligned GTM strategy and field enablement programs

Agreed to commercial Models and framework

Create a competitive program and resource model with a 24-36 months payback

Create and manage a resource investment plan to match return expectations and deliver tangible results’

Outline operational gaps where applicable

5. Industry Visibility

Build a global communications program to create broad customer, analyst, and industry awareness of the value created by this program for our customers, our partners and Equinix

6. Leadership

Build and lead a team of senior business development personnel that have strong technical knowledge of their respective areas and a strong foundation of business development skills including

Ability to prioritize and develop a list of key partners in the technology segments deemed most important by the BD organization and broader stakeholder community

Industry Landscape Analysis and Use Case Development *Can train and coach the team on industry use case analysis and development including creation of joint offers, identifying customer ROI and leveraging different got to market models to scale the offering.

Runs the governance process by which we organize cross company solution development and platform integration activities to gain consensus on those partners and offers that create the highest return for Equinix.

Strong Cross functional skills in a matrix model. Has ability to work effectively where indirect influence is needed to be effective in create and leading such an effort

Models the Equinix Culture and Values

Can evaluate and create development programs for individual team members to enable their professional career growth

Qualifications

15+ years experience preferred in a technical business development role

Bachelor’s Degree required * Master’s Degree of Business Administration preferred

Previous experience building and leading a team of senior business development personnel

Strong Technical knowledge of various IT sector including networking, Storage, SaaS, etc.

Data Center industry knowledge

We offer Medical, TeleMedicine, Dental, Vision, Life and AD&D insurance, 401K, Leave of absence & disability benefits, paid time off & holidays and more.

For Colorado residents, compensation range is $158 – $198K per year with 30% bonus.

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