Distribution Channel Leader
Core
Design, build, and operational management of Equinix's two-tier distribution channel (distributor → reseller → end customer) to enable scalable market reach.
Role type
Senior IC distribution channel leader (indirect GTM)
Builds
Automated billing/invoicing systems, API integrations with major distributors, and a two-tier commercial framework
Domain
Digital infrastructure / Enterprise technology
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
Two-tier distribution model management, distribution program architecture, systems integration (billing/API/EDI), commercial economics (margin stacking/rebates), partner relationship management, operational governance
Preferred skills
Building distribution programs from scratch, senior-level distributor negotiation, data governance for multi-tier commercial data
Technologies
API integration, EDI, automated billing systems, invoicing platforms
Responsibilities
Design commercial model and partner tiers; define two-tier commercial framework with pricing and incentives; own requirements for automated billing and API integration; manage senior distributor relationships and onboarding; govern operational standards and SOPs; report program performance to leadership
Seniority
Senior, hands-on IC
