Interconnection Sales Specialist (Public Sector)

Equinix•Ashburn, VA

About The Position

The Interconnection Sales Specialist (ICS) is an architecture-led seller responsible for growing interconnection revenue across Equinix’s physical and virtual portfolio among new and existing Network Service Provider accounts. The role focuses on designing customer network, cloud, partner, and AI-workload connectivity architectures and landing them on Platform Equinix as repeatable patterns. Each landed architecture is a durable design win that can generate further connections and workloads. The ICS partners with Account Executives, Solution Architects, Sales Engineers, Technical Account Managers, and other teams to create opportunities and customer value across the account team. The ICS sells Equinix interconnection services as integrated architectures rather than standalone transactions. Example solutions include WAN and network modernization; hybrid multicloud connectivity; distributed AI and GPU data-movement interconnects; edge inference and application delivery; private connectivity to SaaS, AI platforms, and ecosystem partners; digital supply chains; carrier transformation; inter-provider connectivity; and 5G, edge, and AI-enabled network services. The role leads customer design discussions, develops solution blueprints and business-value cases, plans accounts and territories with account teams, coordinates internal and external partners, and manages pipeline, forecasting, commercial support, and negotiation activities. Success is measured through architecture design wins and their resulting interconnection bookings, revenue growth, network transformation outcomes, ecosystem expansion, and strategic service-provider partnerships.

Requirements

Proven experience selling network, cloud, data center, carrier, telecommunications, interconnection, or infrastructure-as-a-service solutions to Network Service Providers, telecommunications companies, internet service providers, wholesale carriers, managed service providers, or enterprise networking customers in a technical sales, overlay, or specialist role (EMEA only).
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 telecommunications providers, carriers, ISP organizations, wholesale networking companies, or other network-centric enterprises.

Nice To Haves

Experience with AI and GPU-cluster networking, data movement, or large-scale cloud architecture, especially for Strategic and Hyperscale accounts.
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, or Public Sector.
MBA or advanced degree.
Experience selling into telecommunications providers, mobile operators, internet service providers, wholesale carriers, managed service providers, content delivery networks, or network infrastructure providers.
Familiarity with carrier peering environments, internet exchanges, transport networks, cloud networking, edge architectures, and telecommunications ecosystems.
Experience supporting initiatives related to peering, carrier interconnection, network modernization, edge computing, 5G deployment, cloud connectivity, NaaS, or AI networking infrastructure.

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, combining physical and virtual services into a unified design.
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 architecture benefits to technical and executive buyers.
Engage carrier CTOs, network architects, peering leaders, transport engineering teams, product organizations, and infrastructure executives to align interconnection strategies with business objectives.
Design architectures that improve network reach, service delivery, cloud access, traffic optimization, operational efficiency, and customer experience.
Plan assigned accounts, segments, or verticals jointly with Account Executives and Sales Engineers.
Analyze installed bases and interconnection footprints to identify and prioritize accounts for new architectures.
Grow interconnection in existing accounts and help open new logos, including customers that attract partners and ecosystems.
Contribute to quarterly business reviews to identify and develop interconnection opportunities.
Identify opportunities among telecommunications providers, carriers, ISPs, mobile operators, wholesale network providers, and managed network service providers.
Develop territory strategies aligned with carrier transformation, cloud networking, AI networking, edge deployments, and new service creation.
Serve as the interconnection expert for account teams from pursuit strategy through close.
Coordinate resources for deals, including Solution Architects, Technical Account Managers, Product, Customer Success, Alliances, and Channel Partners.
Co-sell with cloud, technology, and channel partners where partner-led efforts support a design win.
Hand off landed architectures so follow-on connections can be booked by the most appropriate account executive, partner, or portal.
Partner with carrier Account Executives, cloud providers, content platforms, network vendors, technology alliances, and ecosystem partners.
Collaborate across the Equinix service-provider ecosystem to create differentiated solutions using proximity to networks, cloud platforms, content providers, enterprises, and strategic partners.
Maintain field expertise in 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 to make successful patterns repeatable across the region.
Keep current on networking, multicloud, AI infrastructure, and digital transformation trends.
Maintain expertise in telecommunications and carrier trends, including network transformation, edge computing, 5G, AI networking, NaaS, cloud networking, and transport modernization.
Understand carrier business models, peering ecosystems, wholesale networking, interconnection economics, and service-provider technology strategies to influence architecture decisions.
Build and manage a pipeline of architecture opportunities against monthly, quarterly, and annual objectives.
Provide timely, 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.
Build and manage NSP opportunities tied to network modernization, cloud connectivity, peering expansion, edge deployments, AI networking, and service innovation.
Support Account Executives with quoting, pricing, negotiation, and closing interconnection deals.
Shape commercial structures that support the architecture’s full build-out over time.
Work with Deal Desk and Legal on interconnection terms as needed.
Support complex commercial engagements with carriers, wholesale providers, content networks, cloud providers, and strategic ecosystem participants, aligning commercial structures to long-term network growth.