Interconnection Sales Specialist

Overview

The Interconnection Sales Specialist is an architecture-led seller who grows interconnection revenue across Equinix's full portfolio, physical and virtual, in new and existing accounts, designing how customers' networks, clouds, partners and AI workloads connect.

What you'll do

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

What you'll need

• 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.

Nice to have

• 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.
• MBA or advanced degree.

Details

• Location: Mumbai.
• This posting is a new position within the organization.