Distribution Channel Leader

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 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