Distribution Channel Leader

Join Equinix as the Distribution Channel Leader, where you will be responsible for designing, building, and managing the company's distribution channel program. This role requires a deep understanding of the commercial economics of distribution, experience in managing a two-tier distribution model, and a bias towards automation. You will work closely with various teams, including Legal, Finance, IT, and GTM Ops, to ensure the program's commercial viability and operational soundness. Additionally, you will manage relationships with key distribution partners, oversee distributor onboarding and performance, and report on program performance to senior leadership.

• Design and build 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.
• Own the requirements and delivery roadmap for automated billing, invoicing, and API integration with major distributors, ensuring integrated systems, not manual processes.
• 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
• Direct experience managing a two-tier distribution model — has owned the commercial and operational relationship with distributors at scale
• Proven years in distribution channel management, indirect GTM, or two-tier partner program leadership in enterprise technology or infrastructure
• Hands-on experience with distribution systems integration — billing, invoicing, API connectivity, or EDI with major distributors
• Bias to automation — instinctively looks to systemize and automate rather than manage distribution operationally by hand
• 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
• Systems thinking — understands the downstream implications of commercial decisions on billing, reporting, and partner compliance
• Operational rigor — distribution is a precision motion; this leader designs and governs processes with zero tolerance for ambiguity