Equinix
Distribution Channel Leader
Overview
The Distribution Channel Leader owns the design, build, and operational management of Equinix's distribution channel motion — one of the most complex routes to market in the partner ecosystem.
About Equinix
Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.
Requirements & Eligibility
- Proven years in distribution channel management, indirect GTM, or two-tier partner program leadership in enterprise technology or infrastructure
- Direct experience managing a two-tier distribution model — has owned the commercial and operational relationship with distributors at scale
- Hands-on experience with distribution systems integration — billing, invoicing, API connectivity, or EDI with major distributors
- Deep understanding of the commercial economics of distribution — margin stacking, tier pricing, rebates, and MDF at the distributor level
- Experience building distribution programs from scratch or significantly redesigning existing ones
Key Responsibilities
- Own the design and build of Equinix's distribution channel program — including commercial model, partner tiers, margin structure, rules of engagement, and program governance
- Define the two-tier commercial framework — managing the commercial relationship with distributors separately from resellers, with appropriate pricing, incentives, and compliance requirements at each tier
- Build the program from the ground up in partnership with Legal, Finance, and Partner Programs to ensure commercial viability and contractual soundness
- Own the requirements and delivery roadmap for automated billing, invoicing, and API integration with major distributors
- Partner with IT and GTM Ops to build the technical infrastructure that enables distributors to transact with Equinix at scale
- Define data governance requirements for distributor and reseller commercial data
- Own the senior-level relationship with Equinix's key distribution partners
- Manage distributor onboarding, compliance, and performance
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