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Senior Solutions Architect

2 months ago

Redwood City, California, United States Equinix Full time

About the Role

As a Senior Solutions Architect - Americas Channel 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

  • 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

Qualifications

  • 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