Partner Account Manager

About Equinix

Who are we?

Equinix is the world’s digital infrastructure company®, operating over 260 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.

Role Overview

Job Summary

We are seeking a highly motivated and experienced Partner Account Manager to drive strategic engagement with our Global Systems Integrator (GSI) partners like DXC Technology, TCS, Cap Gemini, Accenture CGI and Deloitte in the Benelux region.

This role will be pivotal in developing and managing high-impact partnerships that align with Equinix’s strategic goals, fostering joint go-to-market (GtM) success, and delivering mutual business value. The ideal candidate will have deep expertise in partner relationship management, market development, and collaborative solution selling in a global, complex partner ecosystem.

As the primary point of contact, you will leverage your experience in working with GSIs to build strong, long-term relationships, execute joint value propositions, and manage sales pipelines to ensure business growth. A strong understanding of GSI operating models, technology trends, and enterprise sales will be critical.

The role has a Benelux focus where the priority is working on the assigned GSI’s in the Netherlands and developing business in Belgium.

Responsibilities

Partner Relationship Management

• Serve as the primary liaison between Equinix and assigned SI’s, establishing and nurturing trusted advisor relationships with senior executives and key stakeholders
• Drive alignment between Equinix executives and GSI executive sponsors, ensuring clear communication and engagement at all levels of the organizations
• Develop and execute long-term plans to enhance partnership performance and grow revenue streams jointly with the assigned GSI’s
• Regularly engage with cross-functional teams across Equinix to align internal resources with partner needs

Partner Enablement and Activation

• Identify growth opportunities within assigned GSI’s portfolios and influence them to prioritize Equinix solutions in their service delivery
• Educate partners on the benefits of Equinix’s Partner Programs, ensuring compliance with program participation requirements
• Work closely with partner enablement teams to activate and onboard partner resellers, ensuring readiness to sell and deliver Equinix solutions effectively

Joint Value Proposition (JVP) Development

• Collaborate with partner and internal stakeholders (e.g., Sales Engineers, Solutions Architects, Product Management) to create joint value propositions (JVPs) tailored to enterprise customer needs
• Develop bundled solution offerings that align with the assigned GSI’s business models and service portfolios, leveraging Equinix’s global platform and ecosystem
• Clearly articulate how these JVPs can drive digital transformation and growth for end customers

Go-to-Market (GtM) Strategy and Execution

• Design and execute comprehensive GtM strategies with the assigned GSI’s to penetrate enterprise accounts across key verticals and geographic markets
• Develop sales enablement materials, including collateral, messaging, and use cases, to support joint selling efforts
• Conduct sales training for GSI partner teams to build familiarity with Equinix’s capabilities, solutions, and selling strategies
• Facilitate joint QBRs (Quarterly Business Reviews), monitor pipeline metrics, and ensure successful execution of joint sales plans

Business Development and Pipeline Management

• Drive joint business planning and global sales alignment to achieve shared growth objectives
• Oversee the deal tagging, tracking, and reporting process, ensuring visibility and accountability for all opportunities in the sales funnel
• Actively work with the assigned GSI’s to identify, qualify, and close deals that align with Equinix’s priorities

Cross-Functional Collaboration and Co-Marketing

• Partner closely with internal teams, including Field Sales, Mid-Market Sales, Marketing, Sales Engineers, and Customer Fulfilment, to support GtM initiatives and ensure end-to-end execution
• Lead the creation and implementation of co-marketing investments and campaigns designed to drive demand and support platform alignment with the assigned GSI’s

Communication and Value Articulation

• Deliver compelling, customized pitches that communicate the unique value of partnering with the assigned GSI’s
• Maintain a clear and consistent communication cadence to uncover partner needs, motivations, and business drivers
• Articulate the business value and ROI of joint solutions to both partners and prospective customers

Qualifications

Experience

• Proven years of experience in partner account management, alliances, or business development, with a focus on GSIs
• Proven success managing complex partnerships and developing GtM strategies with large-scale partners like Cap Gemini, DXC, Accenture, or similar organizations
• Deep knowledge of enterprise technology trends, cloud infrastructure, digital transformation solutions, and IT services

Technical/Business Acumen

• Strong understanding of GSI operating models, service delivery processes, and key technology solutions (e.g., hybrid cloud, edge computing, data centers, SaaS)
• Experience collaborating with technical teams to develop and position joint solutions that meet specific customer needs

Communication and Relationship Skills

• Exceptional interpersonal and communication skills with the ability to build relationships and influence stakeholders at all organizational levels
• Skilled at delivering persuasive presentations and value propositions to executives and partners
• Demonstrated ability to work across functional areas and geographies to achieve results

Leadership and Execution

• Highly self-motivated, strategic thinker capable of managing multiple priorities and delivering outcomes in a fast-paced, dynamic environment
• Strong organizational and problem-solving skills with an eye for detail and results-oriented mindset

Education

• Bachelor’s degree in Business, Marketing, Technology, or a related field; MBA or equivalent experience is a plus

Why Join Equinix?

At Equinix, we are powering the world’s digital leaders. By partnering with industry-leading organizations like TCS, DXC and Accenture, you will play a critical role in enabling digital transformation for enterprises globally. Join us to make a difference in the evolving landscape of hybrid and multi-cloud solutions while accelerating your career in one of the world’s most dynamic ecosystems.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. 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.