Distribution Channel Leader

In this role you will own the design, build, and operation of Equinix’s distribution channel motion, establishing a scalable two-tier framework with distributors and resellers. You’ll partner with Legal, Finance, and IT to ensure commercial viability, governance, and system enablement. You’ll lead strategic distributor relationships, onboarding, and performance, while driving automated billing and data governance. This is a high-impact opportunity to shape partner strategy and execution at scale.

• Design and build the distribution channel program including the commercial model, partner tiers, margin structure, and governance
• Define and manage the two-tier framework with distributors vs. resellers, including pricing, incentives, and compliance
• Collaborate with Legal, Finance, and Partner Programs to ensure contractual soundness and viability
• Own requirements and roadmap for automated billing, invoicing, and API/EDI integration with major distributors
• Partner with IT and GTM Ops to create the infrastructure for distributor transactions at scale
• Define data governance for distributor and reseller commercial data
• Manage senior-level distributor relationships for commercial, operational, and strategic matters
• Oversee distributor onboarding, compliance, performance, and mutual investment in relationship
• Identify and recruit new distributors to cover market gaps
• Define and govern operational standards (quoting, deal registration, order management, dispute resolution)
• Maintain SOP library for the distribution program and provide clear process documentation
• Report program performance, pipeline, and health to senior leadership

• Proven years in distribution channel management or two-tier partner programs in enterprise technology or infrastructure
• Direct experience managing a two-tier distribution model with scale
• Hands-on distribution systems integration experience (billing, invoicing, API connectivity, or EDI)
• Deep understanding of distributor-level commercial economics (margin stacking, tier pricing, rebates, MDF)
• Experience building or redesigning distribution programs from scratch

• Operational rigor
• Systems thinking
• Commercial discipline
• Distribution systems integration (billing, invoicing, API connectivity, EDI)
• Data governance for distributor/reseller data
• Two-tier channel economics (margins, tiers, rebates)