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Senior Sales Engineer, AMER Channel

2 months ago

Redwood City, 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.

Senior Sales Engineer, AMER Channel

Job Summary

Under the direction of Global Technical Solutions leadership, the Senior Sales Engineer, Americas Channel is a senior sales engineering resource supporting Equinix's strategic Channel partners. This role supports our Channel partners and their efforts to leverage and resell Equinix's platform capabilities as part of their solution offerings. The ideal candidate for this role will have advanced knowledge of data center, network, cloud in addition to possessing a strong balance of advanced partner handling and partner go-to-market across various routes-to-market.

Responsibilities

Channel Partner go-to-market

  • Work with Equinix partner account leads and our channel partners to enable sell-thru strategy and goals.

  • Help channel partners identify joint offers with our data center and interconnection products.

  • Support partner scale as an Equinix technical SME for advanced training and learning for channel partners.

  • Work with the Equinix channel partner team to be a critical contribution player in technical partner program activation and scale.

Support channel partners with end-customers

  • Support Equinix partner account managers and channel partners to position Equinix differentiated advantage and platform capabilities.

  • Simplify and translate complex technical concepts into customer outcome-driven language for partner selling to end-customers.

  • Help train channel partners to position Equinix colocation and interconnection products to their customers.

  • Help partners identify customer business needs, challenges, and technical requirements.

  • Work with channel partners to develop and deliver a joint Equinix-partner value messaging to various personas across multiple end-customer segments.

  • Provide channel partner support for technical sales presentations, whiteboarding, and customer meetings as necessary.

  • Work with internal channel partners and their support desk teams to ensure positive partner and end-customer experience with Equinix.

Solution design

  • Gather end-customer requirements for space, power, interconnection, and sustainability.

  • Provide technical solution designs for all partner-engaged end-customer requirements in tools such as AutoCAD, Visio, etc.

  • Assist partners with opportunity actions including solution quoting, RFPs, data center tours, and demos.

Qualifications

  • Strong technical acumen around Equinix colocation and interconnection from quote to cash.

  • History of supporting channel partners in end-customer engagements.

  • Strong background building and delivering technical trainings to sales, engineering, and partner communities.

  • Ability to break down complex problems with digestible solutions and presentations in support of channel partners.

  • Experience navigating hyper-growth environments at a fast pace; having an entrepreneurial mindset with the ability to quickly identify value within rapidly changing requirements.

  • Experience leading technical qualification and discovery sessions with channel partners and end-customers.

  • Experience with recurring revenue, sales process, and delivery complexity.

  • Focused on execution and results by establishing high standards for performance and customer experience.

  • Exceptional ability to collaborate with different teams to deliver customer value.

  • Continuous learning and innovation-oriented mindset needed to improve channel partner programming.

  • Excellent customer engagement skills across working level and executive personas.

  • Strong engagement skills, with ability to simplify and explain complex problems.

  • Superior organizational skills and project/time management abilities.

  • Demonstrates Magic of Equinix values.

  • 5+ years' experience in a technical pre-sales engineering role, with a focus on data center infrastructure and interconnection.

  • Solution selling in a technical pre-sales position with channel partners is required.

  • Technical go-to-market experience preferred, including joint messaging and route-to-market activation from launch planning to training and market evangelism.

  • Bachelor's degree and/or industry certifications preferred.

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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