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
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 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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This posting is a new position within our organization.
