Job SummaryThe Director, Channel Strategy owns the multi-year analytical and strategic plan for the channel organization. This role analyzes the partner landscape, market and technology variables, AI impacts, competitive dynamics and aligns the channel plan with the corporate multi-year strategy to produce channel priorities, investment, and resourcing decisions, the Northstar for global and regional channel teams. The role also owns the interlock between channel and the functions it depends on, Product/CPO, Corporate Strategy, GTM Ops, Finance, and the Regions. The ideal candidate combines strategic rigor, external market fluency, and hands-on experience building financial models and crossfunctional business cases in a commercial or channel environment.
ResponsibilitiesMarket & Partner Landscape Intelligence
- Maintain a standing view of the partner ecosystem, industry direction, and competitor channel motions, and pressure-test the 3-year strategy against where the market is actually moving
- Bring an independent, externally informed point of view into every strategy review, not just a synthesis of internal priorities
Multi-Year Strategy & Investment Modeling
- Build and maintain the 3-year channel strategy, operating-model evolution, and investment/return models (e.g., AFFO impact, capacity utilization, interconnect attach)
- Translate strategic priorities into a prioritized initiative portfolio with named owners and milestones
- Maintain the financial case for channel investment decisions, in partnership with Finance
Partner & Solution Strategy Alignment
- Partner with the Partner Solutions team to align partner archetype prioritization, RTM selection, and solution GTM strategy to the broader channel plan
- Ensure partner-ready product requirements are aggregated into a single backlog and represented with one voice to CPO/CDIO
- Support regional interlock process ensuring the Channel strategy is fully aligned with and integrated across the business
Performance Management & KPI Architecture
- Design and maintain the leading/lagging KPI framework across all teams (natural growth vs. channel-incremental)
Function Interlock & Dependency Management
- Own the standing interlock map, for every capability channel needs, document who owns it, what channel demands, and where channel builds only if a gap remains
- Convert open dependencies (Product/CPO roadmap commitments, Corporate Strategy/EOP alignment, regional validation cadence) into named asks with an owner and a date
- Escalate unresolved interlocks through steerco governance working with the operating system program manager
Executive & Cross-Functional Storytelling
- Represent channel strategy in GTM Ops, CPO/CDIO, Corporate Strategy, and Finance planning forums
- Facilitate strategic planning workshops and alignment sessions across channel teams
- Build the fact base and narrative for executive-level strategic decisions
- Own all content required to tell the Channel strategy story effectively across all levels
QualificationsKnowledge and Experience
- 15+ years in strategy consulting, corporate strategy, or channel/partner strategy roles
- Experience in competitive intelligence, market/industry research, or partner ecosystem analysis
- Experience building financial and investment models (ROI, capacity, unit economics) for commercial or channel organizations
- Experience designing KPI frameworks and executive scorecards
- Experience partnering with Product/CPO, Finance, and Regional leadership in a matrixed organization
- Background in channel, partner, GTM, or revenue operations strategy
The targeted pay range for this position in the following location is / locations are:
United States - Redwood City Office GHQ : 213,000 - 319,000 USD / Annual
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.
The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
The targeted pay range listed reflects the base pay only and does not include bonus, equity, or benefits. Employees are eligible for bonus, and equity may be offered depending on the position.
Equinix BenefitsAs an employee, you become important to Equinix's success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we're providing you with the best package possible. So, wherever you are in your career and life, you'll be able to enhance your experience and bring your whole self to work.
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. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.
This posting is a new position within our organization.
