Interconnection Sales Specialist

Who are we?

Role 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.

What you’ll sell

The ICS sells every Equinix interconnection service, combined into the architecture the customer needs rather than one product at a time. Typical architectures the ICS designs and lands include:

• WAN core and network modernization on Fabric and Network Edge 

• Hybrid multicloud connectivity using Fabric Cloud Router and cloud on-ramps

• Distributed AI hubs and high-capacity GPU and data-movement interconnect

• AI inference and application delivery at the edge

• Private connectivity to SaaS, AI platforms and ecosystem partners

• Digital supply chain and partner ecosystems built on cross connects, peering and Metro Connect

Main 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, multicloud, 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.

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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