Who are we?Equinix is the world’s digital infrastructure company®, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals. A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success. Principal Solutions ArchitectJob SummaryThe Principal Solutions Architect works strategically for core company clients with high strategic value on assignments encompassing Global Accounts, High Potential Channel Accounts, Strategic Alliances and strategic Field Accounts.ResponsibilitiesStrategic Sales SupportProvides advanced technology solutioning support to Equinix global and network service provider accountsDevelops the account technology strategy (application of Equinix IOA) with Equinix Account ExecutivesPrepares and conducts Customer workshopsPrepares and delivers Customer presentationsDevelops peer relationships with customers at Senior Manager or Director LevelDemonstrates Equinix values through the provision of credible and convincing reasoning through compelling solutions to have a customer choose EquinixPosition the Global PlatformIntroduce platform promise of reach, reliability, interconnectionPosition platform capabilities and Equinix differentiated advantage Ability to story-tell foundational platform and digital infrastructure capabilities across data center and digital services offers, including managed servicesUnlock value for customers with partners and ecosystemsSimplify and translate complex technical concepts into customer-outcomes languageDrive technical discovery, validation and qualificationStakeholder relationship management: working across sales, owning the technical engagement process, providing product feedbackInterconnection Value SellingArticulate capabilities and value of entire interconnection portfolio: fabric, cross-connectsPosition ecosystems value and differentiated advantage to different personasHelp customers and partners to connect across their value chainsDestination strategy magnets and network effects Develop and document use cases: networking / hybrid / multi-cloud / data adjacency / modernizationArchitecture, Strategy and SolutioningOwn the end-to-end architecture for the customer: consistent technical account plansOwn the global technical strategy: coordinate across supporting GTM teamsHelp customers with their sustainable digital transformation journeysDrive external strategic technical engagementsScale market sensing and customer feedback: improve product / services portfolioLeverage strategic value of partners: to deliver joint technical customer solutionsBe an agnostic/neutral advisorBe an industry expert: underpinned with continuous learningUnlock customer opportunities and use cases: to solve business challenges and result in successful outcomesResearch and DevelopmentKeeps up-to-date with the state of the art across relevant technical areasResearches relevant technology trendsAnalyses technology impactsRecommends to stakeholders based upon research findsImplements new technologies, standards, processes, tools and techniquesRole and Subject Matter ExpertiseMaintains Industry awareness through training, reading, research, collaboration and industry event attendanceStrong communication and presentation skills, including Equinix storytelling, motivating customers, partners and internal teamsAdept at being brought in as an expert for data center and interconnection servicesSkilled at stakeholder engagement to win together driving solutions for scale (team players)Focused on execution and results by establishing high standards for performance and customer experienceExceptional ability to collaborate with complex and disparate teams and cultivate deep relationships to deliver customer valueContinuous learning and innovation-oriented mindsetExperience with Technical knowledge sharing – participating, providing, asking for helpCollaborative team player and builderDelivers professional customer design documentation / deliverablesCross-Functional CollaborationInterfaces with fellow stakeholders in the products and solutions lifecycle such as in the EQUINIX CIO, CTO, CMO and CSO organizations on technology and service initiatives, new product introductions, technology roadmap, and commercial concernsTechnology and Innovation InsightsProvides technical subject matter expertise to Sales, Marketing and the Industry through participation in creating, developing and delivering content for proposals, marketing studies and marketing eventsSupports the briefing of Sales teams on the impact of new technologySupports the briefing of Sales teams on the features, restrictions and selling points of new Equinix products and offersSolution DevelopmentIdentifies and analyzes opportunities and problems within customer context, business plans, technological statuses, and strategic directionIdentifies and develops solutions in technology, processes, organizational, impact, commercials, and implementation plansDevelops solution benefits and business cases for changeShares findings in customer presentationsQualifications10+ Years in the functional domains of Software Defined Infrastructure, Datacenter, Enterprise IT Systems, including implementation and technical support preferred10+ years demonstrated track record in technical sales or solutions engineering organizations7+ Years of Solutions Selling in a commercial pre-sales position preferredBachelor's degree in Computer Science or related engineering discipline preferred · Advanced industry certifications (i.e. Cisco, VMware, MS, AWS) preferredSenior technical background regarding datacenter industry, networking, service providers, and hybrid cloud architectureExperience leading technical qualification and discovery sessions with customers and prospectsFamiliarity with Platform Equinix global data center footprint and interconnection portfolioStrong understanding of how to develop and leverage partner networks to enhance influence and enable greater successExperience with recurring revenue, sales complexity, solution selling, and enabling platforms for B2B target audiencesExperience selling to different personas and lines of businessEquinix 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.The United States targeted pay range for this position in the following location is / locations are:
• San Francisco, CA / Bay Area: $243,000 to $365,000 per year
• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $233,000 to $349,000 per year
• Colorado, Nevada, Rhode Island: $211,000 to $317,000 per year
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.
The targeted pay range displayed 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.
As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link:
USA Benefits eBookEquinix 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.
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