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Lead Sales Engineer

4 months ago

Redwood City, California, United States Equinix Full time

Who are we?

Equinix is the world's digital infrastructure company, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.

Lead Sales Engineer

Job Summary

Under the direction of the Sales Engineering leadership, the Sr. Sales Engineer is a senior technical solutions engineering resource supporting Equinix's strategic relationships with Cisco, Nvidia, Dell, HPE, IBM, VMWare/Broadcom and Intel. This role supports the Senior Client Executive and Platform Alliances team on both global footprint as well as our joint innovation and services offerings across varied routes to market. This role is a high-visibility position both within and outside of the company, and as such, the ideal candidate will possess a superior balance of senior technical skills, advanced client handling, prior experience innovating with partners, and tenured experience driving growth with recognized technology companies.

Responsibilities

Solution Selling

  • Partner with Senior Client Executive to achieve and exceed global bookings and revenue targets, prioritizing customer short term business outcomes as well as long term expansion and partner growth strategies
  • Establish trusted advisor status and support Senior Client Executive's ability to influence decision making with senior and C-Level executives
  • Demonstrate solid knowledge of Cisco's network services and well as Dell, HPE and Nvidia's compute and AI servers and how to best integrate those with Platform Equinix
  • Be the technical SME in the customer's domain, including earning certifications, to understand their business, speak their language and advance their ecosystem opportunities on Platform Equinix
  • Proactively study and understand the industry trends and new developments around power generation and liquid cooling that will be important to customer requirements in the near and long term
  • Adept at conversations with C-Level executives around business outcomes while switching to very technical conversations about complex data center solutions
  • Engage extended Equinix global technical community to provide coordinated strategy and superior customer experience wherever our customers need us

Data Center Solutioning

  • Identify data center opportunities and customer technical requirements for space, power, custom build, interconnection, aligning them with appropriate Equinix solutions
  • Be a data center SME by articulating and selling the full colocation portfolio while collaborating with Product, Engineering, Operations and Design and Construction to build and deliver solutions
  • Deliver Equinix's sustainability story, understanding emerging requirements by region and what Equinix is doing to meet our platform enabler customer needs.
  • Drive the opportunity by owning quoting, RFPs, facility demos/tours, capacity reviews, and space solutioning
  • Know and understand the data center competitive landscape and be there to support Sales with the Equinix advantage across retail and wholesale data center service providers
  • Be proficient on next-gen data center technology and market trends by being the expert on liquid cooling, AI, trends around power, density, PUEs, etc
  • Own the technical win by delivering whiteboarding, customer solutions and site tours and by being the center of gravity for accounts with very global and diverse footprints

Joint Offers

  • Engage with the client as a strategic alliance, helping unlock and advance joint innovation through multiple routes to market in partnership with the account team
  • Advance technical requirements and solutioning for joint innovation and market offers, partnering with various product and development teams at both Equinix, Nvidia, Dell, HPE and Cisco, ideating, innovating, and validating solutions for intended partner pursuits
  • Contribute to and function as a SME for advanced training/learning for Equinix, customers and extended partner community audiences
  • Be a critical contribution player in technical partner program activation development
  • Support partner scale by building global technical peer relationships, ensuring global and regional nuances and needs are factored into joint solutioning

Be Curious (as Ted Lasso says)

  • Closely follow industry trends and direction to shape account team priorities – lead from the front of technology innovation on datacenter design, interconnection and AI infrastructure solutions
  • Continually increase job-related technical knowledge and develop problem-solving skills through education, certifications, self-study, and individual development planning
  • Work to understand our platform partner innovations so we can be better advocates for their success
  • Participate in Global Technical Sales communities and contribute to knowledge sharing and team enablement

Qualifications

  • 10+ years experience in technical pre-sales engineering role, with a focus on data center infrastructure
  • Solutions selling in a technical pre-sales position required
  • Partner joint innovation and solutions development experience preferred
  • Technical go-to-market experience preferred, including route to market activation from launch planning to training and market evangelism
  • Bachelor's degree in engineering discipline preferred
  • Industry certifications preferred

Required Skills

  • Exceptional business and technical acumen around digital infrastructure, AI, and high-performance computing
  • Strong operational and datacenter design knowledge for complex, high density and continuously evolving requirements
  • Excellent customer engagement skills across working level and executive personas
  • Tenured experience building and solutioning for global, high volume, complex customers
  • Strong background building and delivering technical trainings to sales, engineering, and partner communities
  • Large, complex, global selling and stakeholder alignment experience required.
  • Strong public speaking skills with ability to simplify and explain complex problems to all levels across Equinix, customer lines of business, and other audiences as needed
  • Experience navigating hyper-growth environments at a fast pace; having an entrepreneurial mindset with the ability to quickly identify value within rapidly changing requirements
  • Extraordinary ability to break down complex problems with digestible solutions and presentations in support of Senior Client Executive.
  • Emotional intelligence, flexible work style, and excellent diplomatic skills across all levels of the organization
  • Superior organizational skills and project/time management abilities
  • Demonstrates Magic of Equinix values

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.

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

• San Francisco, CA / Bay Area: $172,000 to $258,000 per year

• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $158,000 to $237,000 per year

• Colorado, Nevada, Rhode Island: $143,000 to $215,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed 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.

As an employee, you become important to Equinix's success. Details about our company benefits can be found at the following link:

USA Benefits eBook

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.

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

• San Francisco, CA / Bay Area: $172,000 to $258,000 per year

• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $158,000 to $237,000 per year

• Colorado, Nevada, Rhode Island: $143,000 to $215,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed 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.

As an employee, you become important to Equinix's success. Details about our company benefits can be found at the following link:

USA Benefits eBook