At Equinix, we believe interconnection is at the heart of digital business. As an Interconnection Sales Specialist (ICSS), you will be responsible for driving digital revenue growth by accelerating the adoption of our Fabric, Fabric Cloud Router, and Network Edge platforms across new and existing accounts. You'll collaborate with cross-functional teams to deliver the full value of our digital services.
What You'll Do
- Act as a digital product and services expert, sharing knowledge of industry best practices and the benefits of our portfolio.
- Support building digital expertise across field sales by partnering with Sales Account Executives on customer fit, pitch, personas, use cases, and handling objections.
- Maintain and grow expertise in leading transformational technology concepts and methodologies.
- Drive digital prospecting and account growth within existing accounts and new logos.
- Partner with Account Executives to identify, qualify, prioritize, and execute digital services strategies to achieve sales objectives.
- Analyze customer data to recommend how to maximize digital services solutions within your assigned territory.
- Work with Account Executives to identify customer business needs, challenges, and technical requirements, matching them to Equinix solutions.
- Collaborate with Solutions Architects to perform presales feasibility assessments.
- Define value metrics for prospects and customers and deliver value assessments.
- Engage and influence key decision makers within the client base.
- Facilitate necessary resources such as Solution Architects, Technical Account Managers, and Product teams to advance the sales cycle.
- Meet or exceed monthly, quarterly, and annual sales objectives and revenue quotas.
- Prioritize a list of accounts and prospects for short and long-term pursuit.
- Provide timely and accurate forecasting and opportunity status to management.
- Work with Marketing, Channel, and Business Development to support campaigns for pipeline generation.
- Drive quoting, negotiating, and closing of digital services sales with the Sales Account Executive.
- Support the Account Executive with digital services contracts and serve as a liaison to the legal team.
What We're Looking For
- Bachelor’s degree in Business, Engineering, or a related field.
- Consolidated experience in selling enterprise and cloud solutions, infrastructure-as-a-service, and technical sales and account management.
- Knowledge of the business challenges driving digital transformation use case adoption.
- Passion for infrastructure, interconnection, and the future of technology and software-as-a-service.
- Digitally savvy with a strong sales management background.
- Excellent relationship-building skills with the ability to build meaningful connections with customers, prospects, and internal colleagues.
- Strong analytical and problem-solving skills.
- Excellent communication and presentation skills.
- Ability to work collaboratively in cross-functional teams.
Nice to Have
- MBA or advanced degree.
Team & Environment
You will collaborate with cross-functional teams including Sales Account Executives, Solution Architects, and Technical Account Managers.
At Equinix, you’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work. Bold ideas are welcomed and human connection is valued.
