Senior Director, Partner Account Management

Who are we?

Job Summary

Responsibilities

• Partner Journey Design & Ownership​
• Build and own the end-to-end partner lifecycle — recruitment, onboarding, active engagement, deal support, and retention across all partner archetypes (VAR, MSP, TSD, GSI, tech alliance). Own partner NPS and satisfaction measurement ​
• Partner Portal & Digital Tools​
• Own the PRM platform and partner portal — configuration, partner-facing UX, adoption, and ongoing optimization so partners can self-serve without Equinix intervention. Drive Lead-to-Cash system modernization with GTM Ops and IT to reduce manual touch points across the deal ifecycle Utilize AI to reduce manual touch points for support teams​
• Deal Registration & Rules of Engagement (ROE)​
• Design and own deal registration policy, process, and governance — ROE framework, approval workflows, conflict resolution, and partner-facingSLAs across all routes to market. Drive deal registration compliance and audit readiness across the partner ecosystem​
• Lead-to-Cash​
• Design and own the Lead-to-Cash process end to end — from partner opportunity identification through quoting, approval, booking, and provisioning. Eliminate systemic friction points that slow deal velocity, working across Finance, Legal, and GTM Ops​
• Partner Commercial & Technical Commercial​
• Own all partner support functions — from contracting, to deal structuring, pricing, and solution scoping capabilities that support partners through complex transactions. Ensure resources are deployed against deal priority and partner tier — Big Bet partners receive dedicated support, others through scaled models​
• Deal PMO & Governance​
• Own the Deal PMO — ensuring complex, multi-region, or high-value deals have appropriate project management, stakeholder coordination, and executive visibility. Define deal governance standards — decision rights, escalation paths, approval thresholds, and reporting cadences for deals in the partner channel​
• Partner Acceleration Team (PAT)​
• Own and lead the PAT — the deal support function providing hands-on commercial and operational assistance to partners and PSMs on active opportunities. Define the PAT engagement model — how and when PAT resources are deployed, what support looks like at each deal stage, and how PAT success is measured​
• Leadership​
• Build and lead a high-performing team spanning partner experience, deal support, partner support, Deal PMO, and partner acceleration —setting a culture of commercial rigor, partner obsession, and operational excellence. Partner closely with Director, Partner Programs to ensure program design, deal registration policy, and commercial mechanics are aligned​

Qualifications

• Required
• 10+ years in partner experience, channel operations, deal support, or commercial operations roles within enterprise technology, SaaS, or infrastructure — with demonstrated depth across the full partner commercial lifecycle​
• Direct experience owning or leading a deal support function — has managed Partner Support teams, or equivalent commercial deal support capabilities in a channel or partner context​
• Deep familiarity with deal registration design and governance — has built or managed deal registration policy, ROE frameworks, and partner-facing approval processes at scale​
• Hands-on PRM experience — has configured, optimized, or governed a partner relationship management platform (Salesforce PRM, Impartner, or equivalent)​
• Experience leading multi-functional teams — has managed across experience, operations, commercial support, and technical support simultaneously​
• The targeted pay range for this position in the following location is / locations are:
• United States - Dallas Infomart Office DAI : 200,000 - 300,000 USD / Annual
• Canada - Toronto Office TRO : 218,000 - 328,000 CAD / Annual
• Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
• The targeted pay range listed reflects the base pay only and does not include bonus, equity, or benefits. Employees are eligible for bonus, and equity may be offered depending on the position.

Equinix Benefits

• As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.
• Employee Assistance Program : An Employee Assistance program is available to all employees.
• Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form .
• 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.
• We use artificial intelligence in our hiring process. Learn more here .