Vice President, AMER Solutions Engineering

Equinix•Toronto, ON

2d•$352,000 - $528,000

About The Position

Equinix’s VP of AMER Solutions Engineering leads the Solutions Engineering organization supporting AMER customers. The executive owns technical sales strategy, the customer architecture engagement model, and pre-sales solution development capabilities to accelerate growth, protect existing revenue, and strengthen executive-level customer relationships. The role leads Solution Architects and Sales Engineers and is accountable for building a world-class technical sales organization. As a member of the AMER Sales Leadership Team, this leader partners with sales leaders, account executives, product management, customer success, professional services, and executive leadership to drive revenue growth, increase win rates, influence product strategy, and support successful customer outcomes. The role defines and executes the AMER Solution Engineering strategy; aligns technical sales capabilities with business growth objectives; leads strategic customer engagements and revenue opportunities; and establishes consistent methodologies and engagement models across solution engineering. It also develops executive customer relationships, represents the company’s technical vision and roadmap, provides senior escalation support, and partners cross-functionally to inform product strategy, customer lifecycle experiences, industry positioning, coverage models, and capacity planning.

Requirements

Deep account sales leadership experience.
Proven success leading large, complex account portfolios.
Track record of winning and expanding multimillion-dollar accounts.
Experience engaging C-suite executives and boards.
Demonstrated success scaling a world-class Solution Engineering organization.
Ability to influence product and company strategy.
Strong understanding of AI-enabled business transformation and enterprise adoption patterns.
Experience leading highly skilled, technical, and senior sales professionals in matrixed organizations.
Strong decision-making, analytical, and problem-solving skills.
Executive presence, selling, and relationship-building skills.
Change agility and ability to drive change through ambiguity.
Financial acumen and long-range planning skills.
Market and industry expertise.
Understanding of AI business transformation.
Ecosystem partnership management skills.

Responsibilities

Define and execute the Solution Engineering strategy for the AMER Sales segment.
Align technical sales resources and capabilities with long-term business growth objectives.
Develop organizational capabilities to support greater deal complexity, larger customer environments, and strategic account penetration.
Serve as the senior technical sales leader for the company’s most important customer relationships.
Partner with Strategic Account Executives to drive growth within the AMER account segment.
Lead technical engagement strategies for revenue opportunities.
Participate in executive customer engagements, strategic pursuits, and critical negotiations.
Ensure solution architectures maximize customer value while supporting profitable company growth.
Improve technical win rates, deal velocity, and expansion revenue.
Establish common methodologies, tools, and best practices across Solution Architects and Sales Engineers.
Build repeatable engagement models for account planning, opportunity qualification, solution design, proofs of concept, and technical validation.
Ensure consistent customer experiences across accounts and drive technical rigor and solution quality.
Develop trusted-advisor relationships with customer executives, architects, and technical decision-makers.
Represent the company’s technical vision and roadmap in executive forums.
Facilitate strategic architecture discussions that influence long-term customer investment decisions.
Act as the senior escalation point for complex customer opportunities and technical issues.
Partner with Product Management to influence product strategy based on customer requirements and market trends.
Collaborate with Customer Success to support seamless customer lifecycle experiences.
Align with the Global Value Advisory team on thought leadership, customer events, and strategic industry positioning.
Partner with GTM Operations on coverage models and capacity planning.
Develop future technical leaders.