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David Careers

Interconnection Sales Specialist (Public Sector)

Posted yesterday

equinixAshburn (VA)
Sales Representatives, Wholesale and Manufacturing, Technical and Scientific ProductsComputer Systems Design Services

SENIORITY

Lead

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About the role

Interconnection Sales Specialist (ICS) Equinix is the world's digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet. A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future. A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you—because when you feel valued, you're empowered to do your best work.
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 Network Service Provider (NSP) 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: 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 EdgeHybrid multicloud connectivity using Fabric Cloud Router and cloud on-ramps
  • Distributed AI hubs and high-capacity GPU and data-movement interconnectAI 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
  • Carrier network transformation architectures supporting service provider modernization, cloud connectivity, edge networking, peering, and network-as-a-service initiatives
Inter-provider, cloud-provider, content-provider, and enterprise connectivity architectures that enable providers to expand reach, improve performance, and accelerate service delivery5G, edge, and AI-enabled network architectures that leverage Equinix's global interconnection ecosystem to support next-generation network services
Main Responsibilities:
  • Architecture-Led Selling and Design WinsLead 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
  • Engage with carrier CTOs, network architects, peering leaders, transport engineering teams, product organizations, and infrastructure executives to align interconnection strategies with business growth objectives
  • Design architectures that improve network reach, service delivery, cloud access, traffic optimization, operational efficiency, and customer experience
  • 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
  • Identify opportunities within telecommunications providers, carriers, ISPs, mobile operators, wholesale network providers, and managed network service providers where interconnection can accelerate growth and ecosystem expansion
  • Develop territory strategies aligned to carrier transformation initiatives, cloud networking adoption, AI networking demand, edge deployments, and new service creation
  • Partnership with the Account TeamAct 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
  • Partner closely with carrier Account Executives, cloud providers, content platforms, network vendors, technology alliances, and ecosystem partners to drive architecture-led opportunities
  • Collaborate across the Equinix service provider ecosystem to create differentiated solutions that leverage proximity to networks, cloud platforms, content providers, enterprises, and strategic partners
  • 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
  • Maintain expertise in telecommunications and carrier industry trends including network transformation, edge computing, 5G, AI networking, NaaS, cloud networking, and transport modernization
  • Understand carrier business models, peering ecosystems, wholesale networking, interconnection economics, and service-provider technology strategies to effectively influence architecture decisions
  • 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
  • Build and manage a pipeline of NSP opportunities tied to network modernization, cloud connectivity, peering expansion, edge deployments, AI networking requirements, and service innovation initiatives
  • 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
  • Support complex commercial engagements involving carriers, wholesale providers, content networks, cloud providers, and strategic ecosystem participants while aligning commercial structures to long-term network growth strategies
  • How Success Is Measured
  • The ICS is measured on landing architectures and the interconnection growth they create across the whole portfolio
  • Activity: Design conversations held, architecture scopes registered, blueprints published
  • Partnership: Joint account plans with AEs and SEs, partner co-sell engagements
  • Outcomes: Design wins landed, interconnection bookings and revenue growth attached to those wins, gross interconnects, new logos, network transformation design wins, ecosystem expansion, peering growth, and strategic service provider partnerships
  • QualificationsKnowledge and Experience Required
Proven years of experience selling network, cloud, data center, carrier, telecommunications, interconnection, or infrastructure-as-a-service solutions to Network Service Providers, telecommunications companies, internet service providers, wholesale carriers, managed service providers, or enterprise networking customers in a technical sales, overlay, or specialist role (EMEA only) 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

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