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Principal Solutions Architect
3 months ago
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.
Principal Solutions Architect
Job Summary
The Principal Solutions Architect works strategically for core company clients with high strategic value on assignments encompassing Global Accounts, High Potential Channel Accounts, Strategic Alliances and strategic Field Accounts.
Responsibilities
Strategic Sales Support
- Provides advanced technology solutioning support to Equinix global and network service provider accounts
- Develops the account technology strategy (application of Equinix IOA) with Equinix Account Executives
- Prepares and conducts Customer workshops
- Prepares and delivers Customer presentations
- Develops peer relationships with customers at Senior Manager or Director Level
- Demonstrates Equinix values through the provision of credible and convincing reasoning through compelling solutions to have a customer choose Equinix
Position the Global Platform
- Introduce platform promise of reach, reliability, interconnection
- Position platform capabilities and Equinix differentiated advantage
- Ability to story-tell foundational platform and digital infrastructure capabilities across data center and digital services offers, including managed services
- Unlock value for customers with partners and ecosystems
- Simplify and translate complex technical concepts into customer-outcomes language
- Drive technical discovery, validation and qualification
- Stakeholder relationship management: working across sales, owning the technical engagement process, providing product feedback
Interconnection Value Selling
- Articulate capabilities and value of entire interconnection portfolio: fabric, cross-connects
- Position ecosystems value and differentiated advantage to different personas
- Help customers and partners to connect across their value chains
- Destination strategy magnets and network effects
- Develop and document use cases: networking / hybrid / multi-cloud / data adjacency / modernization
Architecture, Strategy and Solutioning
- Own the end-to-end architecture for the customer: consistent technical account plans
- Own the global technical strategy: coordinate across supporting GTM teams
- Help customers with their sustainable digital transformation journeys
- Drive external strategic technical engagements
- Scale market sensing and customer feedback: improve product / services portfolio
- Leverage strategic value of partners: to deliver joint technical customer solutions
- Be an agnostic/neutral advisor
- Be an industry expert: underpinned with continuous learning
- Unlock customer opportunities and use cases: to solve business challenges and result in successful outcomes
Research and Development
- Keeps up-to-date with the state of the art across relevant technical areas
- Researches relevant technology trends
- Analyses technology impacts
- Recommends to stakeholders based upon research finds
- Implements new technologies, standards, processes, tools and techniques
Role and Subject Matter Expertise
- Maintains Industry awareness through training, reading, research, collaboration and industry event attendance
- Strong communication and presentation skills, including Equinix storytelling, motivating customers, partners and internal teams
- Adept at being brought in as an expert for data center and interconnection services
- Skilled at stakeholder engagement to win together driving solutions for scale (team players)
- Focused on execution and results by establishing high standards for performance and customer experience
- Exceptional ability to collaborate with complex and disparate teams and cultivate deep relationships to deliver customer value
- Continuous learning and innovation-oriented mindset
- Experience with Technical knowledge sharing – participating, providing, asking for help
- Collaborative team player and builder
- Delivers professional customer design documentation / deliverables
Cross-Functional Collaboration
- Interfaces with fellow stakeholders in the products and solutions lifecycle such as in the EQUINIX CIO, CTO, CMO and CSO organizations on technology and service initiatives, new product introductions, technology roadmap, and commercial concerns
Technology and Innovation Insights
- Provides technical subject matter expertise to Sales, Marketing and the Industry through participation in creating, developing and delivering content for proposals, marketing studies and marketing events
- Supports the briefing of Sales teams on the impact of new technology
- Supports the briefing of Sales teams on the features, restrictions and selling points of new Equinix products and offers
Solution Development
- Identifies and analyzes opportunities and problems within customer context, business plans, technological statuses, and strategic direction
- Identifies and develops solutions in technology, processes, organizational, impact, commercials, and implementation plans
- Develops solution benefits and business cases for change
- Shares findings in customer presentations
Qualifications
- 10+ Years in the functional domains of Software Defined Infrastructure, Datacenter, Enterprise IT Systems, including implementation and technical support preferred
- 10+ years demonstrated track record in technical sales or solutions engineering organizations
- 7+ Years of Solutions Selling in a commercial pre-sales position preferred
- Bachelor's degree in Computer Science or related engineering discipline preferred · Advanced industry certifications (i.e. Cisco, VMware, MS, AWS) preferred
- Senior technical background regarding datacenter industry, networking, service providers, and hybrid cloud architecture
- Experience leading technical qualification and discovery sessions with customers and prospects
- Familiarity with Platform Equinix global data center footprint and interconnection portfolio
- Strong understanding of how to develop and leverage partner networks to enhance influence and enable greater success
- Experience with recurring revenue, sales complexity, solution selling, and enabling platforms for B2B target audiences
- Experience selling to different personas and lines of business
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: $243,000 to $365,000 per year
• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $233,000 to $349,000 per year
• Colorado, Nevada, Rhode Island: $211,000 to $317,000 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.
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.
