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Interconnection Sales Specialist (DOD/Intel)

• JR-164637
• Hybrid
• Ashburn
• Sales
• Full time

Who are we?

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 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 Sell

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

• WAN core and network modernization using Equinix Fabric and Network Edge
• Hybrid 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 interconnect
• AI 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 Wins

• Lead 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 Team

• Act 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 sell, deliver, and expand
• Executive presence and credibility with technical buyers, procurement and finance stakeholders, and business decision makers
• Track record of working effectively with account teams and partners while meeting or exceeding sales objectives
• Bachelor's degree in business, engineering, computer science, or a related field, or equivalent experience
• Experience navigating complex stakeholder environments across enterprise IT, network, cloud, security, finance, procurement, operations, and business leadership teams

Preferred

• Experience with AI and GPU-cluster networking, high-volume data movement, or large-scale hybrid and multicloud architectures in commercial enterprise environments
• Hands-on background as a network or solutions architect, or experience with a cloud provider, carrier, network service provider, systems integrator, or managed service provider
• Industry certifications such as CCNP, JNCIP, or cloud networking specialty certifications from AWS, Microsoft Azure, or Google Cloud
• Experience in one or more industries such as financial services, healthcare, retail, manufacturing, transportation and logistics, professional services, software, or digital media
• Experience selling through direct, overlay, channel, and ecosystem-led motions and developing business cases for complex, multiyear technology investments
• Familiarity with enterprise procurement, competitive proposals, total cost of ownership analysis, partner-led transactions, and complex contract negotiations
• Experience supporting secure cloud adoption, cyber resiliency, zero-trust architecture, application modernization, data center consolidation, business continuity, or mission-critical infrastructure programs
• MBA or advanced degree

The targeted pay range for this position in the following location is / locations are:

United States - Ashburn Office AEO : 281,000 - 421,000 USD / Annual

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.

Equinix Benefits

As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.

Employee Assistance Program: An Employee Assistance program is available to all employees.

US Benefits:
- Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members.
- Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future.
- Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.

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 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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This posting is a new position within our organization.