Senior Business Development Manager, Google Strategic Alliance
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 visionary 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 talented 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.
The Business Development Senior Manager handles more than one major initiative across one or more ecosystems. The role can also exist in the Strategic Alliance organization as the BD lead for a smaller but high potential Strategic Alliance.
Performs economic value analysis as to why Equinix enabled approach provides significant incremental value vs. what is being done today
Identifies Buyer Profile of use cases and key purchase criteria
Identifies potential call-out for Partner integration in whole offers and works with Channel team to identify and evaluate the options
Leads work with accounts/Partners teamed with account and Solutions Architecture teams to create insertion and opportunities to close new business/relationships leveraging standard contract offers
Leads global development and execution of a plan to go deep with strategic partners to drive BD programs across EMEA, AP, and Americas
Demonstrates capability of engaging and leading BD initiatives with the C-suite inside of customer/partner and within Equinix
Expert in cloud services and how to apply CSP's value within the Equinix ecosystem such that customer views our platform as their distribution platform
Works with Solutions Architecture and product teams to outline high priority feature requirement for existing Markets
Provides specific customer and competitive summaries as input to justifying new services development
Builds models to track progress against gate/checkpoint model for gate progress as well as financial initiatives
Works with channels to build different go-to-market strategies to monetize the go-to-market models
Identifies value exchange for potential partners in route-to-market
Prioritizes route-to-market models aligned with segment entry strategies
Capable of building go to market plans targeted at Specific Partners and Countries within designated geo coverage area
Leads a virtual team of Business Development members on global basis
Establishes communications and coordination framework for virtual team operation
Identifies and manages program plan with assistance from program management organization
Builds broad, cross-functional field enablement and scaling program for specific initiative area
Creates budget and cost estimate for a scalable field enablement model and gains approval
7+ years experience preferred
Bachelor's Degree required
Master's Degree of Business Administration preferred
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.