Interconnection Sales Specialist (Hyperscalers)

Equinix • Redwood City, CA

3d • $255,000 - $460,000

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 within new and existing hyperscaler accounts. The role focuses on designing and landing repeatable customer architectures—not selling individual transactions—so that networks, clouds, partners, and AI workloads can connect through Platform Equinix. The ICS partners with Account Executives, Solution Architects, Sales Engineers, and Technical Account Managers to create opportunities and revenue growth across the account team.

The specialist sells Equinix interconnection services as integrated architectures. Examples include WAN modernization, hybrid multicloud connectivity, distributed AI hubs and GPU data movement, edge inference and application delivery, private connectivity to SaaS and AI platforms, digital supply chains, cloud ecosystems, and AI factory or GPU-cluster networking.

The role leads customer design conversations, maps customer needs to proven architectures, collaborates on presales feasibility and solution design, registers architecture scopes, builds value cases, and drives designs through customer commitment to production. It also supports account and territory planning, partner and account-team collaboration, portfolio expertise and enablement, pipeline and forecasting, and commercial negotiations. Success is measured through design wins, published blueprints, interconnection bookings and revenue growth, new logos, partner ecosystem growth, and related cloud and AI infrastructure outcomes.

Requirements

• At least 5 years of experience 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 in 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 discussions 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 scope early and drive it from customer commitment through the first production circuit and a published blueprint.
• Develop value cases and metrics showing the architecture’s business impact to technical and executive buyers.
• Engage with cloud networking leaders, cloud platform architects, AI infrastructure teams, ecosystem leaders, and strategic business stakeholders in hyperscaler organizations.
• Design architectures that support cloud adoption, partner ecosystem expansion, AI deployment, data mobility, global reach, and customer acquisition.
• Plan assigned accounts, segments, or verticals jointly with Account Executives and Sales Engineers.
• Analyze installed bases and interconnection footprints to identify and prioritize architecture opportunities.
• Grow interconnection in existing accounts and help open new logos, including magnet customers that attract partners and ecosystems.
• Contribute to quarterly business reviews and identify new interconnection opportunities.
• Identify hyperscaler opportunities involving cloud ecosystems, AI infrastructure, multicloud connectivity, and partner enablement; develop aligned territory strategies.
• Serve as the account team’s interconnection expert from pursuit strategy through close.
• Coordinate appropriate resources for deals, 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-positioned party, such as an Account Executive, partner, or portal.
• Collaborate with hyperscaler Account Executives, cloud platform leaders, alliance teams, AI ecosystem partners, SaaS providers, and strategic technology partners.
• Work across the Equinix ecosystem to create solutions using proximity to cloud services, AI providers, enterprise customers, and strategic partners.
• Maintain expertise in Equinix’s 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.
• Keep current on networking, multicloud, AI infrastructure, digital transformation, cloud platforms, distributed AI, GPU networking, cloud-native technologies, and hyperscaler ecosystem trends.
• Understand hyperscaler business models, cloud adoption patterns, AI infrastructure requirements, ecosystem strategies, and platform economics to influence architecture decisions.
• Build and manage a pipeline of architecture and hyperscaler opportunities against monthly, quarterly, and annual objectives.
• Provide timely and accurate forecasts and opportunity updates through the team’s operating cadence.
• Follow Equinix’s selling methodology and maintain current CRM records, including registered design scopes.
• Work with marketing, partners, and business development on campaigns that generate interconnection pipeline.
• Support Account Executives with quoting, pricing, negotiation, and closing of interconnection deals.
• Shape commercial structures that support an architecture’s full build-out 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, aligning commercial structures with long-term platform growth.

Benefits

• Employee Assistance Program available to all employees.
• Access to health, life, disability, and voluntary insurance plans for employees and eligible family members.
• Employee and employer contributions to a retirement plan.
• Accrued paid time off and paid holidays.

What This Job Offers

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