VP, Strategic Accounts

Role Overview

• Lead Oracle Alliance strategy to grow solution sales : Deliver sell-to, joint revenue, and go-to-market opportunities (e.g., joint solution development, joint go-to-market programs, joint awareness initiatives) to achieve revenue growth, and ensure selling across the full portfolio
• Accelerate platform integration efforts : Nurture relationships with Oracle to enhance our strategic value, maximize joint opportunity, fuel platform integration efforts, and enhance profitable long-term growth (ex: OCI FastConnect on ramps)
• Manage targets: Ensure consistently accurate forecasted business, deliver the global quarterly and annual revenue objectives
• Ensure execution excellence: Build the bridge from long-term Oracle strategy to execution, ensuring that the team has the direction, information, resources, and support to execute in the field successfully
• Streamline accountability: Serve as a single point of accountability for the Oracle Alliance to improve the alliance experience
• Coordinate negotiation of technology & business agreements
• Understands current and future industry/partner needs in the context of market dynamics, and drives programs that deliver short
• and long-term objectives for Equinix and Partner
• Define and track OKRs: Define and track OKRs for financial performance, execution excellence, customer and partner satisfaction for Alliance, holding the team accountable for performance
• Shape a collaborative, transparent, and entrepreneurial culture , one that embraces coaching, is inclusive, and has a strong focus on the belonging, growth, and development of all its team members
• Build and motivate diverse teams, uniting the organization and stakeholders around a shared vision

Requirements

• 15+ years of experience in developing strategic partnerships
• Strong technical foundation, including an in-depth working knowledge of the enterprise software and data-center infrastructure space
• Manage C-suite level clients and partner relationships in large, complex, global, and multi-disciplinary environments
• Experience selling to the breadth of industries including network providers, Cloud and IT services, SaaS providers, and financial services companies
• Strong cross-functional and multi-region operating experience with a motivational and relationship-focused management style
• Developing business plans and scaling the partner relationship, true P&L
• Is business savvy, balancing a holistic view of our business and the market with significant technology and commercial acumen
• Exceptional ability to operate in highly matric environment, collaborate and cultivate deep relationships to deliver customer value
• Adept at inspiring behavior change through motivating teams, 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 detailed global account plans, following through, and holding people accountable for results
• Change agility: Able to influence and drive change
• Strong decision-making, analytical, and problem-solving skills
• Strong negotiation and team building with the ability to create consensus among cross-functional teams and leaders.

Tech Stack

• Cloud
• Oracle

Benefits

• Employee Assistance Program : An Employee Assistance program is available to all employees.
• US Benefits:
• Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members.
• Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future.
• Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge.