Partner Strategic Bets Leader

Equinix is the worlds 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 Equinixs 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 Equinixs 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 Equinixs 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 Equinixs 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