Senior Solutions Architect

1 week ago


Remote, Oregon, United States Equinix Full time
About the Role

As a Senior Solutions Architect - Channel Development at Equinix, you will play a critical role in supporting our strategic Channel partners in leveraging and reselling our platform capabilities as part of their solution offerings.

Key Responsibilities
  • Channel Partner Go-to-Market
    • Work with Equinix partner account leads and our Channel partners to enable sell-thru strategy and goals
    • Engage and help Channel partners by developing joint value messaging and offers
    • Support partner scale as an Equinix solutions advisor and technical SME for customer engagements, and advanced training and learning for Channel partner
    • 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 joint partner solutions to partners and end-user 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 data center, networking, cloud, storage, and AI solutions
    • Provide technical solutions architecture and design for all partner-engaged end-customer requirements
    • Assist partners with opportunity actions including customer meetings and documented solutions architecture
Requirements
  • 5-7+ years' experience in technical pre-sales role, with a focus on cloud, networking, and data center technologies
  • 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
  • Strong technical acumen around cloud and networking, and familiarity with Equinix platform and products
  • 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

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