Distributor Partner Sales Manager, Tokyo - ディストリビューターパートナーセールスマネージャ (東京)
Who are we?
Equinix is the world's digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.
A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you-because when you feel valued, you're empowered to do your best work.
Job Summary
A highly motivated and results-oriented Partner Sales Manager to drive incremental revenue growth and expand market share through our network of distribution, Tier 1 and Tier 2 indirect resellers.
This role is pivotal in recruiting new resellers via distributor networks and developing deeper collaboration with technology alliance partners' channel ecosystems. The successful candidate will have a proven track record in channel sales, exceptional relationship-building skills, and the ability to execute multi-tier sales strategies.
Responsibilities
Drive Incremental Revenue Growth
- Achieve and exceed incremental revenue and market share targets by leveraging the channel ecosystem
- Maximize sales opportunities through distribution partners, Tier 1 Partners and Tier 2 indirect resellers
- Develop and execute joint Go-to-Market (GTM) strategies with partners to accelerate revenue growth
- Manage a robust sales pipeline, ensuring accurate forecasting and deal tracking to meet quota targets
Partner Recruitment, Activation, Development, and Relationship Management
- Analyze the channel landscape to identify, recruit, and onboard high-potential partners, including Tier 1 Partners and 2-tier distribution networks, to expand market coverage
- Jointly develop and execute Partner Business Plans and Go-to-Market (GTM) strategies with distributors and Tier 1 Partners to drive revenue growth, new reseller recruitment, and achieve sales booking targets
- Evaluate and assess partner competencies, geographic coverage, product/service alignment, and operational capabilities to ensure strategic fit and maximize channel impact
- Articulate and co-engineer joint value propositions and solutions with partners, leveraging internal cross-functional teams where required
- Build and maintain strong, long-term relationships with key stakeholders across partner organizations, fostering collaboration and trust
- Enable partners with comprehensive training, resources, and ongoing support to ensure they are equipped to effectively sell and position products and services
- Ensure partners and distributors have access to the latest product information, sales tools, and marketing collateral to align with market needs
- Lead the development of partner-specific initiatives, including MDF (Market Development Funds) programs, in collaboration with internal teams and distributors
- Educate partners on the value of our platform and solutions, creating awareness and alignment with the joint value proposition
- Conduct regular Partner Business Reviews (monthly, quarterly, and annually) to evaluate performance, track progress, and identify future growth opportunities
- Facilitate executive-level engagements and sponsorships when necessary to strengthen relationships and align on strategic priorities
- Serve as the primary point of contact for assigned partners, addressing inquiries, resolving challenges, and ensuring seamless collaboration and operational success
Business Operation
- Collaborate with Distributor & Tier 1 Partner to customize deal structures on more diverse deals
- Proactively addresses Distributor's operation process with Equinix's internal Quote-Cash operation process, and to resolve issues with support of internal function teams
- Collaborate and drive Tier 1 Partners new contract and negotiations to protect Equinix revenue
Cross-Functional Collaboration
- Works closely with Equinix Direct End User Sales, Sales Engineers, and Marketing, Partner Programs and other internal teams. Exposure of working in a multi-cultural / global environment is preferred although not necessary
- Educates partners on how to engage Equinix resources (including Field Sales, GSA, SE, CSM) to define, quote, and order solution
- Leverages executive sponsors appropriately
Qualifications
Experience
- 5+ years of experience in channel sales, partner management, or business development in the technology sector
- Proven success in working with distributors, technology alliances, or reseller channels to drive revenue growth
- Familiarity with GTM strategies, reseller recruitment, and distributor operations is required.
- Experience in technology sectors such as IT, data center solutions, cloud platforms, or hardware/software is highly desirable
Skills
- Exceptional communication, negotiation, and relationship-building skills, with the ability to influence CXO-level stakeholders
- Expertise in managing channel sales pipelines, forecasting outcomes, and structuring complex deals
- Strong analytical skills to measure performance metrics and develop actionable insights
- Ability to thrive in a fast-paced, collaborative, and cross-functional environment
Education
- Bachelor's degree in Business, Sales, Marketing, or Technology-related fields preferred
Additional Requirements
- Knowledge of the Japan partner ecosystem and its channel partners
- Self-starter who excels both independently and within a team
- Experience working in culturally diverse/global environments is a plus
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.
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