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Senior Sales Engineer, Channel Partner Advocate

2 months ago

Redwood City, California, United States Equinix Full time
About the Role

We are seeking a highly skilled Senior Sales Engineer to join our team at Equinix. As a Senior Sales Engineer, you will play a critical role in supporting our strategic Channel partners and their efforts to leverage and resell Equinix's platform capabilities as part of their solution offerings.

Key Responsibilities
  • Channel Partner Go-to-Market
    • Work closely 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.
    • Collaborate 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.
    • Collaborate 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.
    Requirements
    • 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.