xScale Lead Sales Engineer

Equinix•Secaucus, NJ

2d•Onsite

About The Position

Primarily provides pre-sales technical consultancy for the development and implementation of complex solutions. Utilizes broad industry knowledge and expertise in finding products and solutions to meet customer needs. Prepares detailed product specifications and designs for the development and implementation of customer solutions. Provides consultation to prospective customers during customer meetings, tours, assessments and validations. Customer-facing, capable of customer demand creation and cross-regional coordination and collaboration. Can provide post-sales technical expertise during installation and contract-fulfilment.

Requirements

7+ Years of datacenter engineering experience.
Hyperscale colocation provider or cloud service provider experience preferred.
Global experience in different major data center hubs required
Undergraduate degree in an engineering, science or technical discipline. Mechanical, Electrical or Industrial Engineering preferred
Understanding and experience with all major datacenter subsystems (e.g. Electrical, mechanical, fuel, controls, security, telecommunications access, etc.).
Understanding and experience with datacenter design and construction and construction management
Bachelor's degree in Engineering or IT preferred

Nice To Haves

Project/Program management experience is a plus

Responsibilities

Working directly with hyperscale customers as primary technical point of contact performing customer-facing engineering functions in support of customer acquisition, project installation and custom construction solutions
Lead site tours, technical sales calls and customer design reviews
Evaluate customer needs and match with current portfolio
Primary technical lead for proposal generation and RFP responses
Serve as the liaison between internal Equinix groups (xScale, D&C, Operations, etc.) and our customers alongside the regional xScale Technical Director, ensuring projects are moving as planned. Customer satisfaction is of utmost importance
Lead the bid management of all customer fit-out work pre/post Ready for Service (RFS)
Manage all local on ground process from bid to vendor selection/relationship management, assist the sales process in conjunction with the D&C process to avoid scope gap.
Leverage D&C for all pricing elements of quote generation.
Leverage Bid Manager for document management and collation of the formal bid
Interact directly with hyperscale customers, understanding their needs from a technical infrastructure point-of-view, then helping to drive decisions and agreement with Equinix teams including xScale, GAM, D&C, Security and Operations
Serve as the main technical point of contact for customer deal/project communication
Have working knowledge of disciplines related to the data center infrastructure This includes, utility, architecture, structural, electrical, mechanical, low voltage systems, security, network, fire protection, etc. Focus on electrical and mechanical knowledge from main customer demarcation (UPS/STS panel/breakers) to customer equipment and customer network connectivity
Have a complete understanding of the xScale product offering and options
Work in support of Equinix Sales and Legal to ensure technical requirements in commercials are accurately documented and the Equinix solution is compliant
Have deep and current understanding of customer requirements, especially layout and planning convention, operations conventions and lifecycle management. This role should be considered a trusted advisor to the customer engineering, deployment and operations teams
Represents Sales Engineering as a technical leader in region for their customer(s)
Contribute to the competitive cost and technical analysis
Contribute to the site selection process for future development planning by guiding on known customer preferences
Coordinate with Customer Project Managers on handoff for customer project implementation