Interconnection Sales Specialist (Public Sector)

Equinix • Ashburn, GA

1d • $281,000 - $421,000

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 Network Service Provider (NSP) accounts. The role focuses on designing how customers’ networks, clouds, partners, and AI workloads connect, then landing those designs on Platform Equinix as repeatable architectures. The ICS works with Account Executives, Solution Architects, Sales Engineers, and Technical Account Managers to create shared customer and revenue outcomes.

The role designs and sells interconnection architectures that may support WAN and network modernization; hybrid multicloud connectivity; distributed AI hubs and data movement; edge-based inference and application delivery; private connectivity to SaaS, AI platforms, and ecosystem partners; digital supply chains; carrier transformation; provider connectivity; and 5G, edge, and AI-enabled network services.

The ICS leads customer design conversations, develops and registers architecture opportunities, works with account teams and partners, manages pipeline and forecasts, supports commercial negotiations, and contributes to repeatable playbooks and reference architectures. Success is measured through design conversations, registered scopes, published blueprints, design wins, interconnection bookings and revenue growth, new logos, network transformation wins, ecosystem expansion, peering growth, 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); the posting does not specify a number of years.
• 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 that 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 create blueprints that other teams can deliver.
• 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 that demonstrate the 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.
• Conduct 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 architecture opportunities.
• Grow interconnection in existing accounts, help open new logos, and develop 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 with carrier transformation, cloud networking, AI networking, edge deployments, and new service creation.
• Act as the account team’s interconnection expert from pursuit strategy through close, and bring in the appropriate internal and external resources for each deal.
• Co-sell with cloud, technology, and channel partners when partner-led plays provide the strongest route 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 carrier Account Executives, cloud providers, content platforms, network vendors, technology alliances, and ecosystem partners to develop architecture-led opportunities.
• Collaborate across the service-provider ecosystem to create solutions leveraging proximity to networks, cloud platforms, content providers, enterprises, and strategic partners.
• Serve as a field expert on the interconnection portfolio, industry trends, and competitive landscape; help Account Executives 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, and digital transformation trends.
• Maintain expertise in telecommunications and carrier trends, business models, peering ecosystems, wholesale networking, interconnection economics, and service-provider technology strategies.
• Build and manage a pipeline of architecture and NSP opportunities against monthly, quarterly, and annual objectives.
• Provide accurate forecasts and opportunity updates, follow the Equinix selling methodology, and keep CRM records current, 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 interconnection deals.
• Shape commercial structures that support the architecture’s full build-out over time and work with Deal Desk and Legal on 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 with contributions available from employees and Equinix.
• Accrued paid time off and paid holidays.

What This Job Offers

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