Interconnection Sales Specialist (Hyperscalers)

Location: Redwood City

Who are we?

Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.

A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.

Role Summary

The Interconnection Sales Specialist (ICS) is an architecture-led seller who grows interconnection revenue across Equinix's full portfolio, physical and virtual, in new and existing Hyperscaler accounts.

An ICS sells architectures, not transactions. They work with customers to design how their networks, clouds, partners and AI workloads connect, then land that design on Platform Equinix as a repeatable pattern. Each landed architecture is a design win: a durable position in the account that further connections and workloads route through.

The ICS partners with Account Executives (across all teams), Solution Architects, Sales Engineers, and Technical Account Managers to create pull-through for the whole team, not to compete with it for credit.

What You'll Sell

The ICS sells every Equinix interconnection service, combined into the architecture the customer needs rather than one product at a time. Typical architectures the ICS designs and lands include:

• WAN core and network modernization on Fabric and Network Edge
• Hybrid multicloud connectivity using Fabric Cloud Router and cloud on-ramps
• Distributed AI hubs and high-capacity GPU and data-movement interconnect
• AI inference and application delivery at the edge
• Private connectivity to SaaS, AI platforms and ecosystem partners
• Digital supply chain and partner ecosystems built on cross connects, peering and Metro Connect
• Multicloud and cloud-adjacent architectures supporting large-scale application delivery, cloud networking, partner connectivity, and ecosystem growth
• AI factory, GPU-cluster networking, and high-performance data movement architectures enabling hyperscale AI training and inference workloads
• Cloud ecosystem architectures that connect hyperscalers with enterprise customers, technology partners, SaaS providers, AI platforms, and network providers across Platform Equinix

Main Responsibilities

Architecture-Led Selling and Design Wins

• 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 single design.
• Partner with Solution Architects on presales feasibility and solution design, and produceblueprints another team can run.
• Register the architecture scope early and drive it from customer commitment to the first production circuit and a published blueprint.
• Build value cases and value metrics that show the business impact of the architecture to technical and executive buyers.
• Engage with cloud networking leaders, cloud platform architects, AI infrastructure teams, ecosystem leaders, and strategic business stakeholders within hyperscaler organizations.
• Design architectures that accelerate cloud adoption, partner ecosystem expansion, AI deployment, data mobility, global reach, and customer acquisition.

Account and Territory Planning

• Run joint account planning with Account Executives and Sales Engineers for assigned accounts, segments or verticals.
• Analyze the installed base and interconnection footprint to find accounts ready for a new architecture and prioritize them for short- and long-term pursuit.
• Drive interconnection growth in existing accounts and help open new logos, including magnet customers that pull through partners and ecosystems.
• Contribute to quarterly business reviews to find and develop new interconnection opportunities.
• Identify opportunities within hyperscale cloud providers to expand cloud ecosystem engagement, AI infrastructure adoption, multicloud connectivity, and partner enablement strategies.
• Develop territory strategies aligned to cloud growth objectives, AI infrastructure investments, ecosystem development priorities, and customer adoption initiatives.

Partnership with the Account Team

• Act as the interconnection expert for the account team, from pursuit strategy through close.
• Bring in the right resources for each deal: Solution Architects, Technical Account Managers, Product, Customer Success, Alliances, and Channel Partners.
• Co-sell with cloud, technology, and channel partners where partner-led plays create the strongest path to a design win.
• Hand off landed architectures cleanly so that follow-on connections are booked by whoever is best placed, whether AE, partner, or portal.
• Partner closely with Hyperscaler Account Executives, cloud platform leaders, alliance teams, AI ecosystem partners, SaaS providers, and strategic technology partners to drive architecture-led opportunities.
• Collaborate across the Equinix ecosystem to create differentiated solutions that leverage proximity to cloud services, AI providers, enterprise customers, and strategic partners.

Expertise and Enablement

• Be the field expert on the full interconnection portfolio, industry trends, and competitive landscape.
• Help AEs identify interconnection fit, use cases, buyer personas, common objections, andcompetitors.
• Contribute to playbooks, reference architectures, and customer case studies so winning patterns repeat across the region.
• Keep current on networking, multicloud, AI infrastructure, and digital transformation trends.
• Maintain expertise in cloud platform evolution, distributed AI architectures, GPU networking, multicloud strategies, cloud-native technologies, and hyperscaler ecosystem trends.
• Understand hyperscaler business models, cloud adoption patterns, AI infrastructure requirements, ecosystem development strategies, and platform economics to influence architecture decisions effectively.

Pipeline, Forecasting and Cadence

• Build and manage a pipeline of architecture opportunities against monthly, quarterly, and annual objectives.
• Provide timely, accurate forecasts and opportunity status through the team's operating cadence.
• Follow the Equinix selling methodology and keep CRM records current, including registered design scopes.
• Work with marketing, partner, and business development on campaigns that generate interconnection pipeline.
• Build and manage a pipeline of hyperscaler opportunities tied to cloud expansion, AI infrastructure deployments, ecosystem development, multicloud networking, and customer enablement initiatives.

Commercials and Negotiation

• Support the AE on quoting, pricing, negotiation, and closing of interconnection deals.
• Shape commercial structures that support the full build-out of the architecture over time.
• Work with Deal Desk and Legal on interconnection terms as needed.
• Support strategic commercial engagements involving hyperscalers, ecosystem partners, AI providers, cloud alliances, and large-scale infrastructure initiatives while aligning commercial structures to long-term platform growth.

How Success Is Measured

The ICS is measured on landing architectures and the interconnection growth they create across the whole portfolio.

AreaMeasures

Activity Design conversations held, architecture scopes registered, blueprints published

Partnership Joint account plans with AEs and SEs, partner co-sell engagements

Outcomes Design wins landed, interconnection bookings and revenue growth attached to those wins, gross interconnects, new logos, hyperscaler ecosystem design wins, AI infrastructure architectures landed, partner ecosystem growth, and cloud platform expansion initiatives

Knowledge and Experience

Required

• 5+ years selling cloud, networking, AI infrastructure, data center, interconnection, or infrastructure-as-a-service solutions to hyperscalers, cloud providers, strategic technology companies, SaaS providers, or enterprise customers in a technical sales, overlay, or specialist role.
• Architecture depth in enterprise networking, interconnection and hybrid multicloud: WAN, routing, peering, cloud connectivity, and network virtualization.
• Ability to design a solution with customer architects and write it up as a blueprint others can deliver.
• Executive presence and credibility with both 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 hyperscale cloud providers, large technology platforms, AI infrastructure organizations, or global cloud ecosystems.

Preferred

• Experience with AI and GPU-cluster networking, data movement, or large-scale cloud architecture.
• Hands-on background as a network or solutions architect, or 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 one of Equinix's vertical segments: Financial Services, Enterprise, Strategic, Telco & Media, Public Sector, or Hyperscalers.
• MBA or advanced degree.
• Experience working with AWS, Microsoft Azure, Google Cloud, Oracle Cloud, Alibaba Cloud, OpenAI ecosystem providers, GPU cloud providers, or other hyperscale technology platforms.
• Familiarity with cloud interconnection architectures, AI infrastructure ecosystems, multicloud networking, global cloud platform operations, and large-scale data movement requirements.
• Experience supporting initiatives related to AI infrastructure, cloud platform expansion, GPU networking, multicloud architectures, cloud ecosystem development, or hyperscale platform growth.

The targeted pay range for this position in the following location is / locations are:

United States - Redwood City Office GHQ : 306,000 - 460,000 USD / Annual

United States - Dallas Infomart Office DAI : 255,000 - 383,000 USD / Annual

United States - Seattle Office SEO : 281,000 - 421,000 USD / Annual

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.

Equinix Benefits

As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.

Employee Assistance Program: An Employee Assistance program is available to all employees.

US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

We use artificial intelligence in our hiring process. Learn more here.

Additional Locations: Dallas Infomart Office DAI, Seattle Office SEO