Interconnection Sales Specialist

About the Role

The Interconnection Sales Specialist (ICSS) drives digital revenue growth by accelerating adoption of Fabric, Fabric Cloud Router, Network Edge and related platforms across new and existing accounts. The role works closely with Sales Account Executives, Solution Architects and Technical Account Managers to deliver the full value of Equinix’s digital services portfolio. Key responsibilities include becoming a digital product and services expert, partnering with sales teams to identify customer fit, and executing prospecting and account‑growth strategies. The specialist will collaborate on solution selling, perform presales feasibility assessments, define value metrics, and influence key decision‑makers. They also manage pipelines, provide accurate forecasts, support marketing campaigns, and negotiate and close digital services contracts. • Serve as a digital product and services expert, sharing industry best practices and benefits. • Partner with Sales Account Executives on customer fit, pitch, personas, use cases and objection handling. • Drive digital prospecting and account growth within existing accounts and new logos. • Identify, qualify, prioritize and execute digital services strategies to meet sales objectives. • Analyze customer data to recommend optimal digital solutions for assigned territories. • Work with Solutions Architects to perform presales feasibility assessments. • Define value metrics and deliver value assessments to prospects and customers. • Engage and influence key decision‑makers and secure necessary sales resources. • Meet or exceed monthly, quarterly and annual sales quotas and KPI metrics. • Prioritize accounts, maintain accurate forecasts and provide opportunity status updates. • Collaborate with Marketing, Channel and Business Development on pipeline‑generating campaigns. • Support quoting, negotiating and closing of digital services sales, liaising with legal as needed.

Key Responsibilities

• ▸presales assessment
• ▸digital prospecting
• ▸customer data
• ▸value metrics
• ▸solution architecture
• ▸quota management

What You Bring

Candidates must hold a bachelor’s degree in Business, Engineering or a related field, with an MBA or advanced degree preferred. Proven experience in selling enterprise and cloud solutions, infrastructure‑as‑a‑service, and technical sales/account management is required. The ideal candidate is passionate about infrastructure, interconnection and SaaS, digitally savvy, and possesses strong relationship‑building, analytical, communication and presentation skills. Success in this role requires collaboration across cross‑functional teams and a commitment to Equinix’s inclusive, equal‑opportunity workplace. • Hold a bachelor’s degree in Business, Engineering or a related field; MBA preferred. • Demonstrated experience selling enterprise, cloud and infrastructure‑as‑a‑service solutions. • Passionate about infrastructure, interconnection and SaaS with strong sales management background. • Excellent relationship‑building, analytical, communication and presentation abilities. • Ability to work collaboratively in cross‑functional teams.

Requirements

• ▸bachelor’s
• ▸mba
• ▸cloud
• ▸saas
• ▸sales management
• ▸relationship building

Work Environment

Hybrid