Equinix

Product Management Director

Equinix

full-time

Posted on:

Origin:  • 🇺🇸 United States • California

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Salary

💰 $177,000 - $298,000 per year

Job Level

Lead

Tech Stack

CloudGo

About the role

  • The Director of Distributed AI Solution Market Development is a strategic business leader responsible for designing, validating, and executing comprehensive go-to-market strategies and business models for Equinix's distributed AI solutions portfolio. This role enables commercial success through structured market development programs, partner GTM frameworks, and data-driven business validation. The position requires exceptional strategic thinking, market analysis expertise, and the ability to build scalable commercial models that enable rapid growth in the distributed AI ecosystem.\n
  • Go-To-Market Strategy & Commercial Framework Development\n
  • Design and execute comprehensive go-to-market strategies for distributed AI solutions including market positioning, competitive differentiation, and value proposition development during the solution incubation period\n
  • Establish pricing models, packaging strategies, and commercial frameworks that optimize revenue and market penetration for AI partner solutions\n
  • Create tiered solution offerings and commercial structures that address diverse customer segments from edge deployments to hyperscale environments\n
  • Drive partner GTM agreements and joint commercial models that accelerate market adoption and revenue growth\n
  • Develop competitive intelligence frameworks and positioning strategies that differentiate Equinix's distributed AI capabilities\n
  • Business Model Innovation & Validation\n
  • Design innovative business models for distributed AI solutions including usage-based pricing, performance-based SLAs, and hybrid commercial structures\n
  • Lead structured incubation programs that validate market demand, pricing sensitivity, and commercial viability of new AI solutions\n
  • Own GTM strategy development during incubation phase to create the foundational frameworks, processes, and capabilities that enable seamless transition to scale\n
  • Establish GTM scale readiness criteria and validation gates that ensure solutions are market-ready before full launch\n
  • Build comprehensive business cases and ROI models that demonstrate quantifiable value for distributed AI deployments across vertical markets\n
  • Create financial modeling frameworks that support investment decisions and resource allocation for solution development\n
  • Market Analysis & Intelligence\n
  • Conduct comprehensive market analysis including market sizing, growth forecasting, and opportunity assessment for distributed AI segments\n
  • Lead competitive intelligence programs that track market dynamics, competitive positioning, and emerging technology trends\n
  • Drive customer research initiatives including surveys, interviews, and market validation studies to inform solution development priorities\n
  • Analyze vertical market requirements and use cases to identify high-value opportunities for distributed AI solutions\n
  • Establish market monitoring frameworks that provide ongoing insights into customer needs, competitive threats, and market evolution\n
  • Partner Activation & Channel Development\n
  • Create partner activation plans and enablement programs that drive successful solution launches and sustained market growth\n
  • Develop channel strategy and partner recruitment frameworks for distributed AI solutions including system integrators, consultants, and technology partners\n
  • Establish partner performance metrics, incentive structures, and success criteria that align partner activities with business objectives\n
  • Lead joint marketing and demand generation programs with key partners to accelerate market development and customer acquisition\n
  • Build partner certification and training programs that ensure quality delivery and customer satisfaction\n
  • Solution Growth Strategy & Revenue Optimization\n
  • Own the solution growth strategy during incubation including market expansion, customer acquisition, and revenue optimization initiatives\n
  • Partner with sales, marketing, and business development teams to drive solution adoption, pipeline development, and revenue achievement\n
  • Establish solution performance metrics including adoption rates, customer satisfaction, revenue per customer, and market share growth\n
  • Lead pricing optimization initiatives and commercial model refinements based on market feedback and competitive dynamics\n
  • Drive upsell and cross-sell strategies that maximize customer lifetime value and solution penetration\n
  • Market Launch & Commercialization\n
  • Work with product and partner marketing in building an end-to-end market launch processes for new distributed AI solutions including launch planning, execution, and post-launch optimization\n
  • Develop comprehensive launch readiness frameworks that ensure successful market entry and rapid adoption\n
  • Create customer onboarding programs and success frameworks that drive solution adoption and customer satisfaction\n
  • Establish feedback loops and iteration processes that enable continuous improvement and market responsiveness\n
  • Drive thought leadership and market education initiatives that position Equinix as the leader in distributed AI infrastructure\n
  • Qualifications\n
  • Required 12+ years of progressive experience in product marketing, business development, or strategic marketing roles with focus on enterprise technology and infrastructure solutions\n
  • Bachelor's degree in Business, Marketing, Engineering, or related field; MBA strongly preferred\n
  • Proven track record of developing and executing successful go-to-market strategies for complex technology solutions\n
  • Deep experience in market analysis, competitive intelligence, and business model development\n
  • Strong background in partner channel development and ecosystem marketing\n
  • Demonstrated success in driving significant revenue growth through strategic market development initiatives

Requirements

  • 12+ years of progressive experience in product marketing, business development, or strategic marketing roles with focus on enterprise technology and infrastructure solutions\n
  • Bachelor's degree in Business, Marketing, Engineering, or related field; MBA strongly preferred\n
  • Proven track record of developing and executing successful go-to-market strategies for complex technology solutions\n
  • Deep experience in market analysis, competitive intelligence, and business model development\n
  • Strong background in partner channel development and ecosystem marketing\n
  • Demonstrated success in driving significant revenue growth through strategic market development initiatives\n
  • Market Development Expertise\n
  • Extensive experience with B2B technology marketing including product marketing, solution marketing, partner marketing plus experience in developing positioning, messaging, and competitive differentiation\n
  • Deep understanding of enterprise sales cycles, customer decision-making processes, and buying behaviors\n
  • Experience with pricing strategy, commercial model development, and financial analysis\n
  • Knowledge of market research methodologies, customer segmentation, and demand generation strategies\n
  • Familiarity with AI/ML market dynamics, cloud computing trends, and enterprise infrastructure buying patterns\n
  • Business & Leadership Skills\n
  • Exceptional strategic thinking and analytical capabilities with ability to synthesize complex market data into actionable insights\n
  • Strong financial acumen including P&L management, ROI analysis, and business case development\n
  • Excellent communication and presentation skills with ability to influence senior executives and external stakeholders\n
  • Experience leading cross-functional teams and driving results in matrix organizations\n
  • Proven ability to build and maintain strategic partnerships and channel relationships\n
  • Technical Understanding\n
  • Working knowledge of AI technologies, distributed computing, and edge infrastructure concepts\n
  • Understanding of cloud platforms, networking technologies, and enterprise IT architectures\n
  • Familiarity with data center operations, interconnection services, and digital infrastructure market dynamics\n
  • Knowledge of regulatory and compliance requirements affecting AI deployments and data processing