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Job Summary
The Interconnection Sales Specialist (ICS) is an architecture-led seller who grows interconnection revenue across Equinix's full portfolio, physical and virtual, in new and existing accounts.

An ICS sells architectures, not transactions. They work with customers to design how their networks, clouds, partners and AI workloads connect, then land that design on Platform Equinix as a repeatable pattern. Each landed architecture is a design win: a durable position in the account that further connections and workloads route through.

The ICS partners with Account Executives (across all teams), Solution Architects, Sales Engineers, and Technical Account Managers to create pull-through for the whole team, not to compete with it for credit.

Responsibilities

Architecture-led selling and design wins

• Lead design conversations with customer network, cloud and infrastructure architects to understand business drivers, technical requirements and pain points
• Map customer needs to proven interconnection architectures, combining physical and virtual services into a single design
• Partner with Solution Architects on presales feasibility and solution design, and produce blueprints another team can run
• Register the architecture scope early, and drive it from customer commitment to the first production circuit and a published blueprint
• Build value cases and value metrics that show the business impact of the architecture to technical and executive buyers

Account and territory planning

• Run joint account planning with Account Executives and Sales Engineers for assigned accounts, segments or verticals
• Analyze the installed base and interconnection footprint to find accounts ready for a new architecture, and prioritize them for short- and long-term pursuit
• Drive interconnection growth in existing accounts and help open new logos, including magnet customers that pull through partners and ecosystems
• Contribute to quarterly business reviews to find and develop new interconnection opportunities

Partnership with the account team

• Act as the interconnection expert for the account team, from pursuit strategy through close
• Bring in the right resources for each deal: Solution Architects, Technical Account Managers, product, customer success, alliances and channel partners
• Co-sell with cloud, technology and channel partners where partner-led plays create the strongest path to a design win
• Hand off landed architectures cleanly so that follow-on connections are booked by whoever is best placed, whether AE, partner or portal

Expertise and enablement

• Be the field expert on the full interconnection portfolio, industry trends and competitive landscape
• Help AEs identify interconnection fit, use cases, buyer personas, common objections and competitors
• Contribute to playbooks, reference architectures and customer case studies so winning patterns repeat across the region
• Keep current on networking, multi-cloud, AI infrastructure and digital transformation trends

Pipeline, forecasting and cadence

• Build and manage a pipeline of architecture opportunities against monthly, quarterly and annual objectives
• Provide timely, accurate forecasts and opportunity status through the team's operating cadence
• Follow the Equinix selling methodology and keep CRM records current, including registered design scopes
• Work with marketing, partner and business development on campaigns that generate interconnection pipeline

Commercials and negotiation

• Support the AE on quoting, pricing, negotiation and closing of interconnection deals
• Shape commercial structures that support the full build-out of the architecture over time
• Work with deal desk and legal on interconnection terms as needed

Qualifications

Knowledge and Experience

Required

• 5+ years selling network, cloud, data center or infrastructure-as-a-service solutions to enterprise or service provider customers, in a technical sales, or specialist role
• Architecture depth in enterprise networking, interconnection and hybrid multicloud: WAN, routing, peering, cloud connectivity and network virtualization
• Ability to design a solution with customer architects and write it up as a blueprint others can deliver
• Executive presence and credibility with both technical buyers and business decision makers
• Track record of working with account teams and partners, and meeting or exceeding sales objectives
• Bachelor's degree in business, engineering, computer science or a related field, or equivalent experience

Preferred

• Experience with AI and GPU-cluster networking, data movement or large-scale cloud architecture (especially for Strategic and hyperscale accounts)
• Hands-on background as a network or solutions architect, or with a cloud provider, carrier or network service provider
• Industry certifications such as CCNP, JNCIP or cloud networking specialty certifications from AWS, Microsoft Azure or Google Cloud
• Experience in one of Equinix's vertical segments: Financial Services, Enterprise, Strategic, Telco & Media or Public Sector

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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