Interconnection Sales Specialist (Network Service Providers)

Equinix • Ashburn, VA

3d

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 Network Service Provider (NSP) accounts. The ICS works with customers to design how their networks, clouds, partners, and AI workloads connect, then lands those designs on Platform Equinix as repeatable patterns. The role focuses on architecture design wins that establish a durable position in customer accounts and generate further connections and workloads. The ICS partners with Account Executives, Solution Architects, Sales Engineers, Technical Account Managers, and other internal and external stakeholders to create opportunities for the broader team.

The specialist sells Equinix interconnection services as part of customer-specific architectures. Examples include WAN modernization, hybrid multicloud connectivity, AI hubs and data movement, edge application delivery, private connections to SaaS and ecosystem partners, digital supply chains, carrier network transformation, provider connectivity, and 5G, edge, and AI-enabled network services.

Success is measured by landing architectures and the interconnection growth they generate across the portfolio. Measures include design conversations, registered architecture scopes, published blueprints, account-team and partner collaboration, design wins, bookings and revenue growth, gross interconnects, new logos, network transformation wins, ecosystem expansion, peering growth, and strategic service-provider partnerships.

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, internet service providers, wholesale carriers, managed service providers, or enterprise networking 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 other teams 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 involving 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 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 to the first production circuit and a published blueprint.
• Build value cases and metrics that demonstrate an architecture’s business impact 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 growth objectives.
• Design architectures that improve network reach, service delivery, cloud access, traffic optimization, operational efficiency, and customer experience.
• Run joint account planning with Account Executives and Sales Engineers for assigned accounts, segments, or verticals.
• Analyze the installed base and interconnection footprint 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 opportunities with telecommunications providers, carriers, ISPs, mobile operators, wholesale network providers, and managed network service providers.
• Develop territory strategies aligned to carrier transformation, cloud networking adoption, AI networking demand, edge deployments, and new service creation.
• Serve as the interconnection expert for the account team from pursuit strategy through close.
• Bring together appropriate resources, 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 a strong 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.
• Partner with carrier Account Executives, cloud providers, content platforms, network vendors, technology alliances, and ecosystem partners to drive architecture-led opportunities.
• Collaborate across Equinix’s service-provider ecosystem to create differentiated solutions.
• Maintain 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.
• Keep current on networking, multicloud, AI infrastructure, digital transformation, telecommunications, carrier, edge, 5G, NaaS, cloud networking, and transport modernization trends.
• Understand carrier business models, peering ecosystems, wholesale networking, interconnection economics, and service-provider technology strategies.
• Build and manage a pipeline of architecture opportunities against monthly, quarterly, and annual objectives.
• Provide timely, accurate forecasts and opportunity status through the team’s operating cadence.
• Follow Equinix’s 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.
• Manage NSP opportunities related 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 architecture build-out over time.
• Work with Deal Desk and Legal on interconnection terms as needed.
• Support complex commercial engagements involving carriers, wholesale providers, content networks, cloud providers, and strategic ecosystem participants.

Benefits

• Employee Assistance Program.
• Health, life, disability, and voluntary insurance plans for employees and eligible family members.
• Retirement plan to which employees and Equinix may contribute.
• Accrued paid time off.
• Paid holidays.

What This Job Offers

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