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David Careers

Interconnection Sales Specialist (DOD/Intel)

Posted today

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. The Interconnection Sales Specialist (ICS) is an architecture-led seller who grows interconnection revenue across Equinix's full physical and virtual portfolio in new and existing Commercial accounts. The role helps mid-market and enterprise customers modernize their networks, connect hybrid and multicloud environments, scale digital operations, improve application performance, and accelerate AI adoption. An ICS sells architectures, not transactions. They work with customers to design how their networks, clouds, applications, partners, customers, 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 through which additional connections, locations, applications, and workloads can scale. The ICS partners with Account Executives, Solution Architects, Sales Engineers, Technical Account Managers, Customer Success, and channel and alliance partners to create pull-through for the whole account team. What You'll SellWAN core and network modernization using Equinix Fabric and Network EdgeHybrid and multicloud connectivity using Fabric Cloud Router and private cloud on-ramps Data center consolidation, cloud adjacency, and distributed infrastructure architectures Distributed AI hubs, GPU connectivity, and high-capacity data-movement interconnectAI inference, application delivery, and low-latency digital experiences at the edge Private connectivity to SaaS platforms, AI services, customers, suppliers, and ecosystem partners Digital supply-chain and B2B ecosystems built on cross connects, peering, and Metro Connect Business continuity, disaster recovery, cybersecurity, and zero-trust connectivity architectures Architectures supporting mergers and acquisitions, geographic expansion, digital commerce, and distributed workforces
Responsibilities:
  • Main Responsibilities
  • Architecture-Led Selling and Design WinsLead design conversations with customer network, cloud, infrastructure, security, application, and data teams to understand business drivers, technical requirements, and pain points
  • Map customer needs to proven interconnection architectures, combining physical and virtual services into a unified design
  • Partner with Solution Architects on presales feasibility and solution design, and produce blueprints that account and delivery teams can execute
  • Register the architecture scope early and drive it from customer commitment through the first production connection and a published blueprint
  • Build value cases using measurable outcomes such as network cost reduction, application performance, cloud egress optimization, deployment speed, resiliency, and revenue enablement
  • Engage CIOs, CTOs, CISOs, enterprise architects, cloud leaders, application owners, procurement, finance, and business stakeholders to align the architecture with growth, efficiency, customer experience, and transformation priorities
  • Design for resiliency, security, regulatory compliance, data governance, zero-trust networking, disaster recovery, global expansion, and secure access to clouds, SaaS platforms, partners, customers, and distributed locations
  • Account and Territory Planning
  • Run joint account planning with Account Executives and Sales Engineers for assigned accounts, territories, or industry segments
  • Analyze the installed base, network topology, cloud footprint, application landscape, and interconnection maturity to identify accounts ready for a new architecture
  • Drive expansion in existing accounts and help open new logos, including magnet customers that attract partners, suppliers, carriers, clouds, and digital ecosystems
  • Identify opportunities tied to network modernization, cloud migration, data center consolidation, cybersecurity, AI adoption, mergers and acquisitions, geographic expansion, digital commerce, and supply-chain transformation
  • Develop territory strategies aligned to customer growth plans, technology refresh cycles, cloud commitments, application roadmaps, contract renewals, and strategic investments
  • Contribute to quarterly business reviews and account growth plans with clear next actions, deal risks, partner strategies, and architecture expansion paths
  • Partnership with the Account TeamAct as the interconnection expert for the account team from pursuit strategy through close and expansion
  • Bring in the right resources for each opportunity, including Solution Architects, Technical Account Managers, product, customer success, alliances, channel partners, and deal desk
  • Co-sell with hyperscalers, SaaS providers, carriers, network service providers, systems integrators, managed service providers, and technology partners when ecosystem-led plays strengthen the path to a design win
  • Partner closely with Commercial Account Executives to connect technical architecture decisions to business value, competitive differentiation, and account expansion
  • Hand off landed architectures cleanly so follow-on connections, locations, and workloads can be booked and deployed by the team best positioned to execute
  • Expertise and Enablement
  • Be the field expert on the full Equinix interconnection portfolio, commercial use cases, industry trends, and the competitive landscape
  • Help Account Executives identify interconnection fit, buyer personas, compelling events, discovery questions, common objections, and competitive alternatives
  • Contribute to playbooks, reference architectures, customer stories, and industry-specific use cases so winning patterns repeat across the region
  • Maintain expertise in hybrid and multicloud adoption, network transformation, cybersecurity, AI infrastructure, data modernization, digital commerce, distributed workforces, application performance, and ecosystem-based business models
  • Understand commercial buying motions, annual budget cycles, capital and operating expense considerations, procurement processes, executive approval paths, partner influence, and industry-specific compliance requirements
  • Pipeline, Forecasting and Cadence
  • Build and manage a pipeline of architecture opportunities against monthly, quarterly, and annual objectives
  • Provide timely and accurate forecasts, qualification, next steps, and risk assessment through the team operating cadence
  • Follow the Equinix selling methodology and keep CRM records current, including registered design scopes, use cases, buyer alignment, and implementation milestones
  • Work with marketing, alliances, channel, and business development on campaigns that generate qualified interconnection pipeline
  • Build Commercial pipeline tied to network modernization, cloud migration, data center consolidation, cybersecurity, AI, digital commerce, global expansion, and customer experience transformation
  • Commercials and Negotiation
  • Support the Account Executive on solution packaging, quoting, pricing, negotiation, and closing of interconnection opportunities
  • Shape commercial structures that support phased deployment and the full build-out of the architecture over time
  • Work with deal desk and legal on commercial terms, multiyear agreements, partner-led transactions, and complex contracting needs
  • Support customer business cases, proposals, procurement reviews, total cost of ownership analysis, and contract negotiations while protecting long-term architecture adoption and expansion
  • How Success Is Measured
The ICS is measured on landing architectures and the interconnection growth they create across the portfolio. Area Measures Activity: Design conversations held, architecture scopes registered, value cases completed, and blueprints published Partnership: Joint account plans with AEs and SEs, executive alignment, and partner co-sell engagements Outcomes: Design wins landed, interconnection bookings and revenue growth, gross interconnects, new logos, wallet-share expansion, cloud and partner ecosystem adoption, and measurable customer business outcomes
Qualifications: Required 5+ years selling network, cloud, data center, cybersecurity, AI infrastructure, or infrastructure-as-a-service solutions to mid-market or enterprise customers in a technical sales, overlay, or specialist role Architecture depth in enterprise networking, interconnection, and hybrid multicloud, including WAN, routing, peering, cloud connectivity, and network virtualization Ability to design a solution with customer architects and document it as a blueprint that other teams can

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