Product Management Director

About the position

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

• 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
• 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
• 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
• 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
• 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
• 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

Requirements

• 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

Nice-to-haves

• 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

Benefits

• Employees are eligible for bonus, and equity may be offered depending on the position.
• Details about our company benefits can be found at the following link: USA Benefits eBook