Vice President, APAC Channel Sales (BB-7FBD8)
Found in: Neuvoo Bulk HK
Equinix is the world’s digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all the key clouds and networks. Businesses need one place to simplify and bring together fragmented, complex infrastructure that spans private and public cloud environments. Our global platform allows customers to place infrastructure wherever they need it and connect it to everything they need to succeed.
We are a fast-growing global company with 70+ consecutive quarters of growth. Through our innovative portfolio of high-performance products and services, we have created the largest, most active global ecosystem of nearly 10,000 companies, including 1,800+ networks and 2,900+ cloud and IT service providers in over 26 countries spanning five continents.
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.
Vice President, APAC Channel Sales
Responsible for the management of Regional Channel Sales teams in APAC. As voice of Channel for the region, key contributor to global Channel vision strategy and responsible for the translation of that global strategy regionally and locally for defined Region. Leads robust partner account management for Regional Channel Sales teams to drive accelerated new business and revenue growth and protection in key markets. Key leader in Channel Acceleration efforts and leads regional engagement with Finance, Marketing, Business Development, Technical Sales, Product, and others in the development and growth through the channel. Responsible for total Regional Channel sales performance with a focus on driving channel connectedness and growing enterprise sales.
Main Responsibilities and Accountabilities of the Role:
Define and execute regional channel strategy and pursuit
Implement enterprise partner sales strategy and programs across all Channel motions: Lead the Regional Channel selling team to maintain existing customers while also expanding pipeline of new customers, leveraging tools that improve processes and improve discipline along the way. Focuses team on achievement of the global partner sales strategy, regional financial performance and overall contribution to the company’s long-range plan
Manage targets: Deliver the Regional Channel quarterly and annual revenue objectives; track opportunities, maintain up-to-date account profiles, accurately and consistently forecast business. Serve as key member of Regional 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 Regional Channel Sales organization has the direction, information, resources and support to successfully execute in the field
Build regional and country value: Through strong partnerships with the Regional Sales, GAM and Corporate Sales leader, key stakeholders and as part of Regional Sales leadership team, ensure application of global strategy locally, creating meaningful competitive differentiation in local markets, executing the company’s channel vision, strategy and pursuit in both the region and the country
Accelerate Channel transformation
Lead regional implementation of strategic transformation: In partnership with Global Channel Sales and Regional Sales leaders, ensure alignment to and achievement of global channel acceleration aspirations within the region
Drive transformative Channel mindset: Bring to life the power of the channel in the Region through lighthouse Sales wins, key cross-functional engagements and tight partnership and coordination with key stakeholders and across the Regional Sales leadership team
Lead and align diverse and cross-functional team
Align cross-functional teams: Cultivate deep relationships and collaboration, align matrixed and cross functional stakeholders. Align all cross-functional stakeholders through an approach that will better enable prospecting, marketing, demand generation, and enterprise solutions selling to the enterprise customer
Shape a collaborative, transparent, and entrepreneurial culture, in tandem with the Regional Sales and Global Channel Sales leadership teams
Motivate employees around shared vision and change story in line with Channel, Sales and GTM transformation
Leadership Characteristics of the Role:
Knowledge and Experience
12+ years demonstrated track record in enterprise sales
Experience directly leading a Regional team in a matrixed and high growth environment
Experience managing P&L (in excess of $250M), Balance Sheet, and Cash Flow
Knowledge of business challenges facing enterprise executives that are driving needs for interconnection services
Experience scaling direct enterprise sales and partner models
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 through and resolve global/local trade-offs with an Equinix and partner-first mindset
Adept at inspiring teams through strong motivation and mentorship
Thoughtful, strategic and skilled at planning initiatives, designating priorities, and being decisive when faced with ambiguity
Focus on execution and results – establishing high standards for performance, setting goals and developing plans, following through and holding people accountable for results
Exceptional ability to collaborate with disparate teams and cultivate deep relationships to deliver customer value
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.
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This Job Description is not intended to be all-inclusive. The employee may perform other related duties to meet the ongoing organisational needs.
Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, colour, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.
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