Distribution Channel Leader in Feldatal, Frankfurt am Main

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 ecosystemDistribution 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 governanceThis 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 runOwn the design and build of Equinix’s distribution channel program — including commercial model, partner tiers, margin structure, rules of engagement, and program governanceDefine the two-tier commercial framework — managing the commercial relationship with distributors separately from resellers, with appropriate pricing, incentives, and compliance requirements at each tierBuild the program from the ground up in partnership with Legal, Finance, and Partner Programs to ensure commercial viability and contractual soundnessOwn the requirements and delivery roadmap for automated billing, invoicing, and API integration with major distributors — who require integrated systems, not manual processesPartner with IT and GTM Ops to build the technical infrastructure that enables distributors to transact with Equinix at scaleDefine data governance requirements for distributor and reseller commercial data — ensuring Equinix has clear visibility into both tiersOwn the senior-level relationship with Equinix’s key distribution partners — serving as the primary point of contact for commercial, operational, and strategic mattersManage distributor onboarding, compliance, and performance — holding distributors accountable to program terms and driving mutual investment in the relationshipIdentify and recruit new distribution partners where market coverage gaps existDefine and govern the operational standards for the distribution motion — quoting, deal registration, order management, and dispute resolutionBuild and maintain the SOP library for the distribution program — ensuring internal teams and distributors have clear process documentationReport on distribution program performance, pipeline contribution, and operational health to senior leadershipDeep understanding of the commercial economics of distribution — margin stacking, tier pricing, rebates, and MDF at the distributor levelExperience building distribution programs from scratch or significantly redesigning existing onesDirect experience managing a two-tier distribution model — has owned the commercial and operational relationship with distributors at scaleProven years in distribution channel management, indirect GTM, or two-tier partner program leadership in enterprise technology or infrastructureHands-on experience with distribution systems integration — billing, invoicing, API connectivity, or EDI with major distributorsBias to automation — instinctively looks to systemize and automate rather than manage distribution operationally by handCommercial discipline — manages margin and pricing complexity across multiple tiers without losing commercial controlPartner obsession at scale — understands that distributor satisfaction drives reseller satisfaction drives end customer outcomesSystems thinking — understands the downstream implications of commercial decisions on billing, reporting, and partner complianceOperational rigor — distribution is a precision motion; this leader designs and governs processes with zero tolerance for ambiguity #J-18808-Ljbffr