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Job Summary

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. Distribution introduces a two-tier commercial structure (distributor → reseller → end customer) that requires dedicated program architecture, automated billing and invoicing systems, separate commercial tracks, and continuous operational governance. This role is responsible for making distribution a commercially viable and operationally sound motion for Equinix — from the commercial model and partner agreements through to the systems and processes that make it run.

Responsibilities

Distribution Program Architecture

• 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

Systems & Automation

• Own the requirements and delivery roadmap for automated billing, invoicing, and API integration with major distributors — who require integrated systems, not manual processes

• 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 — ensuring Equinix has clear visibility into both tiers

Distributor Relationship Management

• Own the senior-level relationship with Equinix's key distribution partners — serving as the primary point of contact for commercial, operational, and strategic matters

• Manage distributor onboarding, compliance, and performance — holding distributors accountable to program terms and driving mutual investment in the relationship

• Identify and recruit new distribution partners where market coverage gaps exist

Operational Governance

• Define and govern the operational standards for the distribution motion — quoting, deal registration, order management, and dispute resolution

• Build and maintain the SOP library for the distribution program — ensuring internal teams and distributors have clear process documentation

• Report on distribution program performance, pipeline contribution, and operational health to senior leadership

Qualifications

Knowledge & Experience

• 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

Skills & Attributes

• Operational rigor — distribution is a precision motion; this leader designs and governs processes with zero tolerance for ambiguity

• Systems thinking — understands the downstream implications of commercial decisions on billing, reporting, and partner compliance

• Commercial discipline — manages margin and pricing complexity across multiple tiers without losing commercial control

• Partner obsession at scale — understands that distributor satisfaction drives reseller satisfaction drives end customer outcomes

• Bias to automation — instinctively looks to systemize and automate rather than manage distribution operationally by hand

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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