Have you ever wondered what it takes to bridge the gap between cutting-edge technology and customer solutions? Imagine a role that enables you to leverage your technical expertise while engaging with customers to solve their most pressing challenges. In this article, we will dive into the exciting world of solutions architecture and engineering with Bridget McFarlane, Senior Manager, Global Solutions Architecture & Engineering, on the Equinix Sales Engineering team.
The Importance of Sales Engineering
Bridget started her journey at Equinix as a sales engineering manager in June 2021. Now, she shares insights about her role as a technical seller: “Our primary goal is to develop tailored solutions for our customers, whether they require colocation, interconnection or other digital services.”
Solutions architecture and engineering is not just about technical expertise; it is about understanding customer challenges and crafting solutions that drive business outcomes. “Traditionally, sales engineers focused on designing the physical space (cages, cabinets, power and cooling) for customers inside our data centers. Solutions architects were more focused on strategic solutioning with our digital services,” she explains. “In the integrated approach of our Global Technical Solutions Team (GTST), both roles collaborate to leverage the full scope of Equinix’s expertise for our customers’ success.”
This collaborative approach is essential for Equinix’s business growth. By aligning technical solutions with customer objectives, solutions architects and sales engineers play a critical role in fostering long-term relationships and driving revenue.
Making a Difference
Having spent nearly four years as a leader in GTST, Bridget finds immense satisfaction in her role. “I love Global Technical Sales because we get to meet with customers to learn about their businesses and develop solutions that drive their desired outcomes,” she says. “Seeing the impact of our solutions on our customers and their clients is incredibly rewarding.”
Her journey into Global Technical Sales at Equinix was facilitated by a former colleague who recognized her potential and recommended her for the role. “Networking and mentorship have been key to my career advancement,” she emphasizes. “I’m not shy about expressing my ambitions and seeking guidance from others.”
Bridget has found success by prioritizing her team’s achievements. “My team’s success is my number one priority,” she states. “When my team thrives, I thrive, allowing me to build relationships with mentors and gain visibility across the organization.”
She also highlights the importance of being open about one’s weaknesses and seeking help to address knowledge gaps.
Versatility in Career Paths
Within the GTST organization, professionals can advance as individual contributors or transition into leadership roles. “Some GTST members even move into Sales,” she shares, showcasing the versatility of the career.
Bridget’s journey in technical sales is also marked by a commitment to continuous learning. At Equinix, she has access to extensive training and enablement resources. “Of all the places I’ve worked, Equinix does the best job of providing training and enablement to help you do your job. All sales engineers and solutions architects attend the Sales Onboarding for Accelerated Ramp (SOAR), Equinix’s internal sales onboarding program, and Connect, an annual sales kickoff event. Our enablement team constantly develops content to ensure that we stay updated on our technical and soft skills.”
She adds that, as part of her priority-setting, she will acquire a certification related to her role every year, ensuring that she remains at the forefront of industry trends.
Tips for Aspiring Sales Engineers
For those looking to join the Equinix Solutions Architecture and Sales Engineering team, Bridget offers her top three tips:
Be curious: “Stay informed about our customers, technology trends and corporate strategy. Curiosity drives innovation.”
Be collaborative: “Equinix has a wealth of teams and resources. Embrace collaboration to leverage these assets for success.”
Be accountable: “Sales Engineers often become the go-to experts for all things tech. It’s crucial to define responsibilities and hold others accountable for their contributions.”
A Rewarding Career
Technical sales is a rewarding and impactful career path that requires a blend of technical expertise, customer understanding and collaborative spirit. As highlighted by Bridget, success in this field is not just about individual achievements but also about fostering a culture of teamwork and continuous learning. Whether you’re a recent graduate or a seasoned professional looking for a new challenge, Solutions Architecture and Sales Engineering offers a fulfilling and dynamic career path. Ready to explore the possibilities? Explore roles now.