Interconnection Sales Specialist (Telco & Media)

Equinix•Ashburn, VA

2d•$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 in new and existing Telco and Media accounts. The role focuses on designing how customers’ networks, clouds, partners, and AI workloads connect, then establishing those designs on Platform Equinix as repeatable architectures. The ICS collaborates with Account Executives, Solution Architects, Sales Engineers, Technical Account Managers, and partners to create broader account-team opportunities and durable customer design wins. The ICS sells Equinix interconnection services as integrated architectures. Examples include last-mile and network-core integration; hybrid multicloud connectivity; distributed AI hubs and high-capacity data-movement interconnect; edge-based AI inference and application delivery; private connectivity to SaaS, AI platforms, and ecosystem partners; digital supply-chain and partner ecosystems; carrier network transformation; inter-provider, cloud-provider, content-provider, and enterprise connectivity; 5G and edge architectures; and API integration. Success is measured by architecture design wins and the interconnection growth they generate, including design scopes registered, blueprints published, interconnection bookings and revenue, gross interconnects, new logos, network-transformation wins, ecosystem expansion, peering growth, and strategic service-provider partnerships. The posted annual target pay range is $255,000–$460,000 depending on the listed U.S. location. This is on-target earnings (base pay plus commissions); equity may be offered depending on the position. The role is a new position within Equinix. Equinix states that it uses artificial intelligence in its hiring process and is an equal opportunity employer. The posting also describes an accommodation process for qualified candidates with disabilities.

Requirements

At least 5 years of experience selling network, cloud, data center, carrier, telecommunications, interconnection, or infrastructure-as-a-service solutions to network service providers, telecommunications companies, ISPs, wholesale carriers, managed service providers, or enterprise networking customers in a technical sales, overlay, or specialist role.
Architecture knowledge 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.
A 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 in media companies, CDN providers, 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 to telecommunications providers, mobile operators, ISPs, 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 peering, carrier interconnection, network modernization, edge computing, 5G deployment, cloud connectivity, NaaS, or AI networking infrastructure initiatives.

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 deliverable blueprints.
Register architecture scope early and drive it from customer commitment through the first production circuit and publication of a blueprint.
Build value cases and metrics showing the architecture’s business impact to technical and executive buyers.
Engage carrier, CDN, and media CTOs, network architects, peering leaders, transport engineering teams, product organizations, and infrastructure executives to align interconnection strategies with business growth 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 and near- and long-term pursuits.
Grow interconnection business in existing accounts and help open new logos, including magnet customers that can 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, API/MCP integration, and new service creation.
Serve as the account team’s interconnection expert from pursuit strategy through close.
Bring appropriate internal and external resources into 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 approaches best support a design win.
Hand off landed architectures so follow-on connections can be booked by the most appropriate party, such as an AE, partner, or portal.
Partner with carrier Account Executives, cloud providers, content platforms, network vendors, technology alliances, and ecosystem partners on architecture-led opportunities.
Collaborate across Equinix’s service-provider ecosystem to create differentiated solutions using proximity to networks, cloud platforms, content providers, enterprises, and strategic partners.
Maintain expertise in the interconnection portfolio, industry trends, and competitive landscape; help AEs identify fit, use cases, buyer personas, objections, and competitors.
Contribute to playbooks, reference architectures, and customer case studies, and stay current on networking, multicloud, AI infrastructure, digital transformation, and telecommunications trends.
Build and manage a pipeline of architecture opportunities against monthly, quarterly, and annual objectives, including NSP opportunities related to network modernization, cloud connectivity, peering, edge, AI networking, and service innovation.
Provide timely, accurate forecasts and opportunity status; follow the Equinix 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; shape commercial structures that support architecture build-out over time.
Work with Deal Desk and Legal on interconnection terms as needed and support complex commercial engagements with carriers and ecosystem participants.