Sara Obrien

About Sara Obrien

With more than 15 years of experience across the interconnection, cloud computing, digital services, and data center industries, I specialize in designing the governance frameworks and operational structures that enable global partner ecosystems to scale. As Director of Channel Governance & Partner Strategy, I work at the intersection of revenue growth, risk discipline, and ecosystem architecture. I partner closely with Channel leadership, Cloud & Technology Alliances, and Joint Platform Solutions to develop and operationalize new routes to market that support sell-to, sell-through, and sell-with motions across a complex partner landscape. My work focuses on transforming ambiguity into structure—building the policies, contracting frameworks, and governance models that allow revenue organizations to grow confidently and sustainably. This includes designing scalable partner program architecture, formalizing rules of engagement across direct and partner sales, and embedding compliance and lifecycle governance into operational systems and processes. Throughout my career, I have led the development of foundational governance frameworks for global partner ecosystems, including the creation of the company’s first Channel Partner Code of Conduct and core policy architecture governing resale, distributor authorization, and indirect billing models. I also built and institutionalized a global GTM Governance & Compliance function from a zero-resource environment, establishing scalable infrastructure, controls, and operational frameworks to support partner-led growth worldwide. Known for bringing a blend of strategic thinking, creativity, and cross-functional leadership, I collaborate across Legal, Sales, Finance, RevOps, Product, and Compliance to drive initiatives that strengthen revenue integrity, reduce operational risk, and improve scalability across partner programs. I operate as a governance strategist embedded within revenue organizations — ensuring growth scales intelligently and sustainably.

Experience

1. Director, Partner Ecosystem Governance & Compliance

   Equinix

   Mar 2026 — Present · NM, US

   Promoted to Director to architect and scale global governance across a multi-motion partner ecosystem (Resale, Distribution, TSD, MSP, Alliances, NSP, Public Sector).

Education

• Saint Leo University

  Bachelor, Business Management

  2010 — 2014

Skills

• Project Management
• Salesforce.com
• Access
• Retail
• Management
• Team Building
• Sales Management
• Business Process Improvement
• Forecasting
• Contract Management
• Budgets
• Outlook
• Telecommunications
• Analysis
• Procurement
• Direct Sales
• Program Management
• Supply Chain Management
• Recruiting
• Vendor Management
• Strategic Planning
• Employee Relations
• Business Development
• Call Centers
• Account Management
• Purchasing
• Process Improvement
• Networking
• Microsoft Excel
• Team Leadership
• Legal Writing
• Contract Negotiation
• Selling
• Sales Operations
• Crm
• Customer Service
• Project Planning
• Strategy
• Time Management
• Training