Director, Partner Account Management-PE and VC

This role will act as the regional owner of PE/VC relationships, translating global strategy into EMEA-specific GTM execution, driving portfolio-level adoption, and building Equinix's position as the preferred digital infrastructure partner to investment firms across Europe and the Middle East.

The ideal candidate combines deep knowledge of the EMEA investment ecosystem with strong execution capabilities across sales, partnerships, and cross-border GTM.

Key Responsibilities

1. Execute the EMEA PE/VC Strategy

• Operationalize the global program within EMEA, tailoring it to regional investment dynamics, regulatory environments, and sector focus areas

• Translate global frameworks into regionally relevant partnership models and GTM plays

• Act as the bridge between global strategy and in-region execution

2. Build and Own Strategic Relationships

• Develop executive relationships with top-tier EMEA PE firms, growth equity funds, and venture capital investors
• Engage Operating Partners, Portfolio CTOs/CIOs, and deal teams to align Equinix capabilities with value creation plans
• Establish Equinix as a trusted partner during key inflection points:

  • Acquisition / carve-outs

  • Platform consolidation

  • Pre-IPO scaling

3. Drive Portfolio-Level Adoption

• Identify and activate opportunities across portfolio companies to drive:

  • Infrastructure standardization
  • Cloud adjacency and interconnection
  • AI and data infrastructure adoption

• Build repeatable engagement motions with portfolio companies across EMEA

• Partner with regional sales teams to convert relationships into pipeline and bookings

4. Develop Regional GTM & Sales Plays

• Co-create EMEA-specific GTM plays aligned to PE value creation:

  • Cost optimization & EBITDA improvement
  • Revenue acceleration & international expansion
  • Risk, sovereignty, and compliance (critical in EMEA)

• Enable field teams with clear messaging, playbooks, and deal support

• Collaborate with Marketing to support targeted campaigns and events (e.g., SuperReturn)

5. Support Framework Agreements & Program Scale

• Contribute to portfolio-level partnership agreements with EMEA-based firms

• Drive adoption of standardized commercial models, incentives, and governance structures

• Establish regional cadence with investment firms (QBRs, portfolio reviews, joint planning)

6. Deliver Measurable Results

First 6-12 months:

• Establish presence across top 10-15 EMEA PE/VC firms
• Build initial pipeline through portfolio engagement
• Launch 2-3 repeatable regional GTM plays

12-24 months:

• Drive multiple portfolio-level engagements and framework adoption

• Build a sustainable pipeline across EMEA portfolio companies

• Position Equinix as a top-tier partner in the EMEA PE ecosystem

Experience & Qualifications

• Strong experience working with Private Equity, Venture Capital, or portfolio companies in EMEA is important and mandatory

• Proven track record in enterprise technology sales, partnerships, or GTM leadership

• Understanding of digital infrastructure (colocation, interconnection, cloud, AI, edge) is strongly preferred

• Experience navigating complex, multi-country environments and regulatory considerations

• Demonstrated ability to influence senior stakeholders (Operating Partners, Investment Teams, C-suite)

Skills & Attributes

• Deep understanding of EMEA investment landscape and operating models

• Strong execution orientation - ability to convert strategy into pipeline and revenue

• Highly collaborative - able to align across regional sales, global teams, and partners

• Structured thinker with ability to build repeatable programs and playbooks

• Exceptional communication and executive presence

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.

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This posting is a new position within our organization.