Product Management Director

Who are we?

Equinix is the world's digital infrastructure company, operating over 260 data centersacross the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.

Our culture is based on collaboration and the growth and development of our teams. We hirehardworking people who thrive on solvingchallengingproblems and give them opportunities to hone new skills and try new approaches, as we grow our product portfolio with new software and network architecture solutions. We embrace diversity in thought and contribution and are committed to providingan equitable work environment that is foundational to our core values as a company and is vital to our success.

Job Summary

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.

Responsibilities

Go-To-Market Strategy & Commercial Framework Development

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

Establish pricing models, packaging strategies, and commercial frameworks that optimize revenue and market penetration for AI partner solutions

Create tiered solution offerings and commercial structures that address diverse customer segments from edge deployments to hyperscale environments

Drive partner GTM agreements and joint commercial models that accelerate market adoption and revenue growth

Develop competitive intelligence frameworks and positioning strategies that differentiate Equinix's distributed AI capabilities

Business Model Innovation & Validation

Design innovative business models for distributed AI solutions including usage-based pricing, performance-based SLAs, and hybrid commercial structures

Lead structured incubation programs that validate market demand, pricing sensitivity, and commercial viability of new AI solutions

Own GTM strategy development during incubation phase to create the foundational frameworks, processes, and capabilities that enable seamless transition to scale

Establish GTM scale readiness criteria and validation gates that ensure solutions are market-ready before full launch

Build comprehensive business cases and ROI models that demonstrate quantifiable value for distributed AI deployments across vertical markets

Create financial modeling frameworks that support investment decisions and resource allocation for solution development

Market Analysis & Intelligence

Conduct comprehensive market analysis including market sizing, growth forecasting, and opportunity assessment for distributed AI segments

Lead competitive intelligence programs that track market dynamics, competitive positioning, and emerging technology trends

Drive customer research initiatives including surveys, interviews, and market validation studies to inform solution development priorities

Analyze vertical market requirements and use cases to identify high-value opportunities for distributed AI solutions

Establish market monitoring frameworks that provide ongoing insights into customer needs, competitive threats, and market evolution

Partner Activation & Channel Development

Create partner activation plans and enablement programs that drive successful solution launches and sustained market growth

Develop channel strategy and partner recruitment frameworks for distributed AI solutions including system integrators, consultants, and technology partners

Establish partner performance metrics, incentive structures, and success criteria that align partner activities with business objectives

Lead joint marketing and demand generation programs with key partners to accelerate market development and customer acquisition

Build partner certification and training programs that ensure quality delivery and customer satisfaction

Solution Growth Strategy & Revenue Optimization

Own the solution growth strategy during incubation including market expansion, customer acquisition, and revenue optimization initiatives

Partner with sales, marketing, and business development teams to drive solution adoption, pipeline development, and revenue achievement

Establish solution performance metrics including adoption rates, customer satisfaction, revenue per customer, and market share growth

Lead pricing optimization initiatives and commercial model refinements based on market feedback and competitive dynamics

Drive upsell and cross-sell strategies that maximize customer lifetime value and solution penetration

Market Launch & Commercialization

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

Develop comprehensive launch readiness frameworks that ensure successful market entry and rapid adoption

Create customer onboarding programs and success frameworks that drive solution adoption and customer satisfaction

Establish feedback loops and iteration processes that enable continuous improvement and market responsiveness

Drive thought leadership and market education initiatives that position Equinix as the leader in distributed AI infrastructure

Qualifications

Required

12+ years of progressive experience in product marketing, business development, or strategic marketing roles with focus on enterprise technology and infrastructure solutions

Bachelor's degree in Business, Marketing, Engineering, or related field; MBA strongly preferred

Proven track record of developing and executing successful go-to-market strategies for complex technology solutions

Deep experience in market analysis, competitive intelligence, and business model development

Strong background in partner channel development and ecosystem marketing

Demonstrated success in driving significant revenue growth through strategic market development initiatives

Market Development Expertise

Extensive experience with B2B technology marketing including product marketing, solution marketing, partner marketing plus experience in developing positioning, messaging, and competitive differentiation

Deep understanding of enterprise sales cycles, customer decision-making processes, and buying behaviors

Experience with pricing strategy, commercial model development, and financial analysis

Knowledge of market research methodologies, customer segmentation, and demand generation strategies

Familiarity with AI / ML market dynamics, cloud computing trends, and enterprise infrastructure buying patterns

Business & Leadership Skills

Exceptional strategic thinking and analytical capabilities with ability to synthesize complex market data into actionable insights

Strong financial acumen including P&L management, ROI analysis, and business case development

Excellent communication and presentation skills with ability to influence senior executives and external stakeholders

Experience leading cross-functional teams and driving results in matrix organizations

Proven ability to build and maintain strategic partnerships and channel relationships

Technical Understanding

Working knowledge of AI technologies, distributed computing, and edge infrastructure concepts

Understanding of cloud platforms, networking technologies, and enterprise IT architectures

Familiarity with data center operations, interconnection services, and digital infrastructure market dynamics

Knowledge of regulatory and compliance requirements affecting AI deployments and data processing

The United States targeted pay range for this position in the following location is / locations are :

• San Francisco, CA / Bay Area : $198,000 to $298,000 per year
• California (Non-SF / Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state : $191,000 to $287,000 per year
• Colorado, Nevada, Rhode Island : $177,000 to $265,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and / or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range listed reflects the base pay only and does not include bonus, equity, or benefits. Employees are eligible for bonus, and equity may be offered depending on the position.

As an employee, you become important to Equinix's success. Details about our company benefits can be found at the following link :

USA Benefits eBook 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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