Partner Strategic Bets Leader

Job description

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. A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work. 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. We use artificial intelligence in our hiring process. Learn more here. This posting is a new position within our organization.