Partner Strategic Bets Leader
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What you'll do
- Own the design and maintenance of Equinix's global MOU framework, including standard agreement structure, commercial terms, negotiation playbook, and governance cadence
- Define the criteria for which partners receive MOU-level engagement, and what commitments Equinix and the partner make to each other within that structure
- Govern MOU compliance, tracking partner performance against commitments and escalating where partners or Equinix are not delivering on agreed terms
- Own the co-investment program, defining how Equinix and strategic partners co-fund joint GTM activity including campaigns, events, enablement, and solution development
- Build and manage the co-investment governance process, how investment requests are submitted, evaluated, approved, and measured for ROI
- Work with Finance to ensure co-investment commitments are properly funded, tracked, and reported
- Lead or support MOU negotiations with strategic partners, representing Equinix's commercial interests while building a partnership structure that motivates partner investment
- Work with Legal to ensure MOU and co-investment agreements are commercially sound, legally compliant, and operationally executable
- Build and maintain a library of standard MOU templates and co-investment agreement structures that can be adapted for different partner archetypes
- Define the KPIs for MOU and co-investment performance, joint pipeline generated, co-sell attach rates, marketing ROI, and partner commitment fulfillment
- Build the reporting infrastructure that gives leadership visibility into the health and performance of all active MOU relationships
- Feed MOU performance intelligence back to the Sales and Build factories to inform partner prioritization and future investment decisions
What they're looking for
- Proven years of experience in partner alliance management, co-sell program design, or strategic partnership roles in enterprise technology or infrastructure
- Direct experience designing and negotiating MOU or co-investment agreements with technology or channel partners
- Understanding of the commercial economics of co-investment, how to structure deals that create genuine mutual value and accountability
- Experience building governance frameworks for strategic partnership commitments, tracking compliance, measuring ROI, and managing underperformance
- Familiarity with legal and commercial contract structures for partnership agreements
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
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.
Job Summary
The Strategic Bets/Co-Investment Leader owns the design, negotiation, and governance of Equinix's partner co-investment framework, the commercial mechanisms through which Equinix and its strategic partners formalize joint GTM commitments and fund shared go-to-market activity. MOUs (Memoranda of Understanding) and co-investment agreements are the financial backbone of the co-sell motion, creating structured accountability on both sides for joint pipeline, joint marketing, and joint solution investment. This role ensures Equinix has a consistent, commercially compelling, and well-governed co-investment framework that motivates strategic partners to prioritize Equinix.
Responsibilities
MOU Framework Design & Governance
Own the design and maintenance of Equinix's global MOU framework, including standard agreement structure, commercial terms, negotiation playbook, and governance cadence
Define the criteria for which partners receive MOU-level engagement, and what commitments Equinix and the partner make to each other within that structure
Govern MOU compliance, tracking partner performance against commitments and escalating where partners or Equinix are not delivering on agreed terms
Co-Investment Program Management
Own the co-investment program, defining how Equinix and strategic partners co-fund joint GTM activity including campaigns, events, enablement, and solution development
Build and manage the co-investment governance process, how investment requests are submitted, evaluated, approved, and measured for ROI
Work with Finance to ensure co-investment commitments are properly funded, tracked, and reported
Partner Negotiation & Commercial Structuring
Lead or support MOU negotiations with strategic partners, representing Equinix's commercial interests while building a partnership structure that motivates partner investment
Work with Legal to ensure MOU and co-investment agreements are commercially sound, legally compliant, and operationally executable
Build and maintain a library of standard MOU templates and co-investment agreement structures that can be adapted for different partner archetypes
Performance Measurement & Reporting
Define the KPIs for MOU and co-investment performance, joint pipeline generated, co-sell attach rates, marketing ROI, and partner commitment fulfillment
Build the reporting infrastructure that gives leadership visibility into the health and performance of all active MOU relationships
Feed MOU performance intelligence back to the Sales and Build factories to inform partner prioritization and future investment decisions
Qualifications
Knowledge & Experience
Proven years of experience in partner alliance management, co-sell program design, or strategic partnership roles in enterprise technology or infrastructure
Direct experience designing and negotiating MOU or co-investment agreements with technology or channel partners
Understanding of the commercial economics of co-investment, how to structure deals that create genuine mutual value and accountability
Experience building governance frameworks for strategic partnership commitments, tracking compliance, measuring ROI, and managing underperformance
Familiarity with legal and commercial contract structures for partnership agreements
Skills & Attributes
Commercial acumen, understands partnership economics and can structure agreements that work for both parties
Negotiation skill, balances Equinix's commercial interests with the need to build long-term partner trust and commitment
Governance discipline, designs compliance and performance tracking mechanisms that are rigorous without being bureaucratic
Cross-functional influence, works effectively with Finance, Legal, and Sales without direct authority
Strategic mindset, sees MOU and co-investment agreements as long-term relationship architecture, not transactional contracts
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 this 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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