Principal Solutions Architect - Oracle

Equinix • Redwood City, CA

5d • $262,000 - $394,000 • Onsite

About The Position

Under the direction of the Senior Director, Solutions Engineering, the Principal Global Solutions Architect – Oracle is the technical executive partner for one of Equinix’s most strategic and globally significant hyperscaler accounts. This role owns the end-to-end technical strategy for the Oracle relationship across the full breadth of Oracle products and services deployed on Platform Equinix – shaping multi-year architecture roadmaps, co-innovation initiatives, and joint solution development that accelerate revenue, ecosystem expansion, and long-term platform adoption. Working in close partnership with the Oracle Managing Director and account leadership, the Principal GSA leads technical strategy on the most complex, multi-region pursuits; drives the joint solution agenda with Oracle product, engineering, and field organizations; and serves as Equinix’s senior technical presence with CIO, CTO, and SVP-level stakeholders at Oracle and within Oracle’s strategic customer base. This is a high-visibility role both within and outside of the company. The successful candidate is equally adept at business-outcome conversations with C-level executives and deeply technical discussions about solutions, use cases, and reference architectures – and brings authority across data center architecture, advanced networking and interconnection, hybrid and multicloud architectures, and distributed AI infrastructure.

Requirements

• Executive presence with the ability to operate credibly at CIO, CTO, and SVP levels inside Oracle and within Oracle’s strategic customer base.
• Excellent executive engagement skills, with the ability to influence decision-making at the strategic C-suite level.
• Strong public speaking skills with the ability to simplify and explain complex problems to all levels across Equinix, customer lines of business, and external audiences such as analysts and media.
• Comfortable preparing and leading client and partner presentations at all levels and breaking down complex problems into digestible solution roadmaps via customer workshops and executive briefings.
• Systems thinker capable of aligning sales, product, engineering, operations, and validation teams around a unified account vision.
• Strong strategic communication and storytelling skills – including Equinix storytelling – tied to measurable business value for Oracle, Oracle’s customers, and Equinix.
• Senior technical background in data center infrastructure, including high-performance and AI compute, advanced networking, interconnection, and hybrid, multicloud, and distributed architectures.
• Strong and experienced understanding of how to leverage hyperscaler and partner ecosystems to build and validate solutions for go-to-market and repeatable scale.
• Ability to scale platform-partner, better-together solutions and reference architectures to enterprise customers and field selling teams.
• Collaborative leader who builds influence across global, matrixed organizations – including Sales, Marketing, Product, Engineering, Customer Success, and Partner GTM.
• Self-motivated with an entrepreneurial mindset and the ability to identify value in unstructured situations; experience navigating hyper-growth environments at pace.
• Linear, logical thinking style with the ability to break down and solve difficult problems.
• Strong negotiation skills.
• Emotional intelligence, flexible work style, and excellent diplomatic skills across all levels of the organization.
• Ability to give and receive constructive criticism.
• Proven ability to manage ambiguity and lead long-cycle transformational programs to committed outcomes.
• Delivers professional, executive-ready design documentation and technical strategy artifacts.
• Fosters a culture of continuous technical learning and brings an innovation-oriented mindset to co-development with Oracle.
• Consistent focus on execution and high-quality customer outcomes, with strong organizational and documentation discipline.
• Demonstrates Equinix values.
• 10+ years of demonstrated success in senior technical sales, solutions architecture, or global technical leadership roles within hyperscaler, enterprise infrastructure, or digital platform environments – with direct experience supporting Oracle or a comparable strategic hyperscaler strongly preferred.
• Solutions selling experience in a technical pre-sales position required.
• Deep expertise in data center architecture, high-density compute, AI/ML infrastructure, hybrid and multicloud, and interconnection strategies.
• Demonstrated experience leading global technical strategy for multinational accounts with executive visibility at the CIO, CTO, and SVP level.
• Proven ability to influence product direction and long-term roadmap based on strategic customer needs.
• Strong commercial acumen in recurring revenue models, solution selling, and complex, multi-region deal structures.
• Familiarity with Platform Equinix global footprint, interconnection portfolio, xScale hyperscaler offering, and the broader hyperscaler and service provider ecosystem.
• Familiarity with sovereign cloud, regulatory considerations, and cross-border deployment constraints relevant to Oracle’s global footprint.
• Bachelor’s degree in computer science or related engineering discipline preferred.
• Master’s degree preferred.
• Advanced industry certifications preferred.
• Equivalent professional experience, certifications, or demonstrated technical achievement may be substituted for the degree preferences listed above.

Responsibilities

• Own the global technical account strategy for Oracle, including multi-year architecture roadmaps, capacity and expansion planning, sovereign and regional deployment strategy, and executive alignment across Oracle business units.
• Partner with the Oracle Managing Director and account leadership to achieve and exceed global bookings and revenue targets, contributing directly to forecast accuracy, pipeline progression, and long-term expansion and ecosystem growth strategies.
• Establish trusted advisor status with Oracle’s CIO, CTO, SVP, and senior technical stakeholders; influence decision-making tied to infrastructure modernization, AI deployment, interconnection strategy, and hybrid and distributed cloud architecture.
• Be a technical SME in Oracle’s domain – including earning Oracle certifications where appropriate – to understand the business, speak the customer’s language, and advance Oracle’s revenue and ecosystem opportunities on Platform Equinix.
• Move fluently between business-outcome conversations with C-level executives and deeply technical conversations about joint solutions, reference architectures, and use cases that drive future transformational pursuits.
• Own the technical win end-to-end for complex global pursuits – including strategic discovery, whiteboarding, executive briefings, reference architecture authority, and cross-region design alignment across the Americas, EMEA, and Asia-Pacific.
• Inspire, motivate, and orchestrate global technical pods, principal-level peers, Solution Validation Center resources, and regional Solutions Engineering teams to deliver a unified technical strategy and a superior customer experience wherever Oracle requires Equinix services worldwide.
• Articulate the full value of Equinix’s interconnection portfolio – including Equinix Fabric, cross-connects, Metro Connect, and the xScale hyperscaler footprint – to Oracle stakeholders across multiple personas and lines of business.
• Lead joint solution development initiatives across Oracle’s full product and services portfolio deployed with Equinix – producing validated blueprints, reference architectures, and scalable deployment models.
• Shape Equinix product and service evolution by translating Oracle’s strategic requirements into actionable feedback for Product, Engineering, xScale, and Data Center Operations – with particular focus on high-density compute, liquid cooling readiness, and AI-optimized design.
• Sponsor and drive executive-level technical workshops and innovation councils focused on AI infrastructure, distributed architecture, sovereign deployments, and high-density compute use cases.
• Identify and define monetization paths for emerging joint solutions tied to interconnection, digital services, and ecosystem expansion across Oracle’s enterprise and ISV customer base.
• Gather market feedback on new and emerging Oracle capabilities to inform joint business planning, routes to monetization, and proof-of-concept technical validation work.
• Help Oracle and its customers leverage destination strategy, network magnets, and ecosystem effects to maximize the value of Platform Equinix.
• Define and evolve the technical value proposition for the Oracle account, aligning Equinix capabilities to Oracle’s long-term platform, AI, and infrastructure roadmaps.
• Drive executive-facing technical storytelling that positions Equinix as mission-critical infrastructure within Oracle’s ecosystem and the broader Oracle customer community.
• Institutionalize repeatable reference architectures and deployment standards to enable global scale and consistency across Oracle deployments and joint field selling motions.
• Influence long-term capacity planning and infrastructure investment decisions – including xScale pursuits and AI-ready facility design – based on forward-looking Oracle demand signals.
• Anticipate competitive dynamics across hyperscaler and interconnection providers, and define architectural differentiation strategies for high-value Oracle pursuits.
• Ensure alignment between global strategy and regional execution to deliver a cohesive, high-service-level engagement model across all regions and Oracle business units.
• Lead from the front of technology innovation as a digital and AI infrastructure thought leader – closely following industry trends to shape account team priorities and ensure Equinix is positioned to support Oracle’s digital and AI strategies as they evolve.
• Represent Equinix and the Oracle joint story in customer meetings and public settings – including speaking engagements, blogs, webinars, trainings, analyst briefings, roadshows, conferences, and customer events.
• Contribute to Equinix’s broader Solutions Architect community through knowledge sharing, team enablement, and continuous learning – while maintaining an agnostic and neutral advisory stance across the partner ecosystem.
• Continually increase technical depth and develop problem-solving skills through formal education, certifications, self-study, and individual development planning.

Benefits

• Employee Assistance Program
• Health insurance
• Life insurance
• Disability insurance
• Voluntary plans
• Retirement plan
• Paid Time Off (PTO)
• Paid Holidays

What This Job Offers

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