Interconnection Sales Specialist (Hyperscalers)

Equinix • Redwood City, CA

19h • $255,000 - $460,000

About The Position

The Interconnection Sales Specialist (ICS) is an architecture-led seller who grows interconnection revenue across Equinix’s physical and virtual portfolio in new and existing hyperscaler accounts. The role focuses on designing how customers’ networks, clouds, partners, and AI workloads connect, then landing those designs on Platform Equinix as repeatable patterns. Each landed architecture is intended to establish a durable position in the account through which further connections and workloads can be routed.

The ICS sells Equinix interconnection services as part of customer-specific architectures, including network modernization, hybrid multicloud connectivity, distributed AI hubs, AI inference and application delivery, private connectivity, digital supply chains, cloud ecosystems, and high-performance data movement. The specialist works with Account Executives, Solution Architects, Sales Engineers, Technical Account Managers, partners, and other teams to create opportunities and support customer outcomes.

The role leads customer design conversations, develops architecture blueprints and value cases, plans accounts and territories, supports co-selling and commercial negotiations, and manages pipeline, forecasts, and CRM records. Success is measured by design conversations and registered scopes, published blueprints, collaboration with account teams and partners, landed design wins, interconnection bookings and revenue growth, new logos, and expansion of hyperscaler, AI, cloud, and partner ecosystems.

Requirements

• At least 5 years selling cloud, networking, AI infrastructure, data center, interconnection, or infrastructure-as-a-service solutions to hyperscalers, cloud providers, strategic technology companies, SaaS providers, or enterprise customers in a technical sales, overlay, or specialist role.
• Architecture depth in enterprise networking, interconnection, and hybrid multicloud, including WAN, routing, peering, cloud connectivity, and network virtualization.
• Ability to design solutions with customer architects and document them as blueprints others can deliver.
• Executive presence and credibility with technical buyers and business decision makers.
• Track record of working with account teams and partners and meeting or exceeding sales objectives.
• Bachelor’s degree in business, engineering, computer science, or a related field, or equivalent experience.
• Experience navigating complex stakeholder environments within hyperscale cloud providers, large technology platforms, AI infrastructure organizations, or global cloud ecosystems.

Nice To Haves

• Experience with AI and GPU-cluster networking, data movement, or large-scale cloud architecture.
• Hands-on background as a network or solutions architect, or experience with a cloud provider, carrier, or network service provider.
• Industry certifications such as CCNP, JNCIP, or cloud networking specialty certifications from AWS, Microsoft Azure, or Google Cloud.
• Experience in an Equinix vertical segment: Financial Services, Enterprise, Strategic, Telco & Media, Public Sector, or Hyperscalers.
• MBA or advanced degree.
• Experience working with AWS, Microsoft Azure, Google Cloud, Oracle Cloud, Alibaba Cloud, OpenAI ecosystem providers, GPU cloud providers, or other hyperscale technology platforms.
• Familiarity with cloud interconnection architectures, AI infrastructure ecosystems, multicloud networking, global cloud platform operations, and large-scale data movement requirements.
• Experience supporting initiatives related to AI infrastructure, cloud platform expansion, GPU networking, multicloud architectures, cloud ecosystem development, or hyperscale platform growth.

Responsibilities

• Lead design conversations with customer network, cloud, and infrastructure architects to understand business drivers, technical requirements, and pain points.
• Map customer needs to proven interconnection architectures that combine physical and virtual services.
• Partner with Solution Architects on presales feasibility and solution design, and produce blueprints that other teams can deliver.
• Register architecture scopes early and drive them from customer commitment through the first production circuit and publication of a blueprint.
• Build value cases and metrics that demonstrate business impact to technical and executive buyers.
• Engage cloud networking leaders, cloud platform architects, AI infrastructure teams, ecosystem leaders, and strategic business stakeholders within hyperscaler organizations.
• Design architectures that support cloud adoption, partner ecosystem expansion, AI deployment, data mobility, global reach, and customer acquisition.
• Run joint account planning with Account Executives and Sales Engineers for assigned accounts, segments, or verticals.
• Analyze installed bases and interconnection footprints to identify and prioritize accounts for new architecture opportunities.
• Drive interconnection growth in existing accounts and help open new logos, including magnet customers that attract partners and ecosystems.
• Contribute to quarterly business reviews to identify and develop interconnection opportunities.
• Identify hyperscaler opportunities for cloud ecosystem engagement, AI infrastructure adoption, multicloud connectivity, and partner enablement.
• Develop territory strategies aligned with cloud growth objectives, AI infrastructure investments, ecosystem priorities, and customer adoption initiatives.
• Act as the interconnection expert for the account team from pursuit strategy through close.
• Bring in appropriate resources for each deal, including Solution Architects, Technical Account Managers, Product, Customer Success, Alliances, and Channel Partners.
• Co-sell with cloud, technology, and channel partners when partner-led opportunities offer the strongest path to a design win.
• Hand off landed architectures so follow-on connections can be booked by the best-placed account executive, partner, or portal.
• Partner with Hyperscaler Account Executives, cloud platform leaders, alliance teams, AI ecosystem partners, SaaS providers, and strategic technology partners.
• Collaborate across the Equinix ecosystem to create solutions leveraging proximity to cloud services, AI providers, enterprise customers, and strategic partners.
• Serve as a field expert on the interconnection portfolio, industry trends, and competitive landscape.
• Help Account Executives identify interconnection fit, use cases, buyer personas, common objections, and competitors.
• Contribute to playbooks, reference architectures, and customer case studies so successful patterns can be repeated across the region.
• Keep current on networking, multicloud, AI infrastructure, and digital transformation trends, as well as cloud platforms, distributed AI architectures, GPU networking, cloud-native technologies, and hyperscaler ecosystems.
• Build and manage a pipeline of architecture opportunities against monthly, quarterly, and annual objectives, including opportunities tied to cloud expansion, AI infrastructure, ecosystems, multicloud networking, and customer enablement.
• Provide timely and accurate forecasts and opportunity updates through the team’s operating cadence.
• Follow the Equinix selling methodology and keep CRM records current, including registered design scopes.
• Work with marketing, partner, and business development teams on campaigns that generate interconnection pipeline.
• Support Account Executives with quoting, pricing, negotiation, and closing interconnection deals.
• Shape commercial structures that support architecture build-outs over time.
• Work with Deal Desk and Legal on interconnection terms as needed.
• Support strategic commercial engagements involving hyperscalers, ecosystem partners, AI providers, cloud alliances, and large-scale infrastructure initiatives.

Benefits

• Employee Assistance Program available to all employees.
• Health, life, disability, and voluntary insurance plans for employees and eligible family members.
• Retirement plan contributions from employees and Equinix.
• Accrued paid time off and paid holidays.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior