Skip Navigation or Skip to Content

Mid-market sales at Equinix: A strategic career path driving digital transformation

Okt 15 2025

In the sales world, career paths often begin with small business accounts and scale toward enterprise-level deals. But at Equinix, mid-market sales isn’t just a transitional phase; it’s a dynamic, rewarding career. In this edition of People Spotlight, Janie Rashad, Director, Mid-Market Sales, shares her journey, insights and perspective on what makes the mid-market segment such a vital part of Equinix’s growth strategy.

A unique culture and an agile take on mid-market sales

Before joining Equinix, Janie spent nearly three decades in enterprise sales at a telecommunications provider. Her move to Equinix marked more than a change between companies.

“What sets Equinix apart is the culture of inclusion and belonging,” she says. “Here, people are seen as individuals first. There’s a strong commitment to professional growth and development, and I’ve experienced far less bureaucracy here than elsewhere.”

With over two and a half years in her current role at Equinix, Janie leads a team that works with mid-sized businesses, companies with moderate revenue but high growth potential. These customers are agile, ambitious and often resource-constrained, making them ideal partners for Equinix’s scalable digital infrastructure solutions.

“Mid-market customers are incredibly dynamic,” Janie explains. “They’re growing fast, often with limited resources, and they rely on us not just as vendors, but as strategic partners. In many cases, we become an extension of their team.”

Mid-market sales professionals at Equinix engage with businesses that are scaling rapidly and navigating digital transformation. These companies may not have the deep resources of large enterprises, but they bring speed, innovation and a strong need for strategic guidance. Equinix’s sales culture emphasizes:

  • Collaboration across teams
  • Agility in responding to customer needs
  • Empowerment to make decisions and drive impact

This environment is especially critical in mid-market sales, where sellers must be both consultative and tactical.

Career pathways and the key to success

For those who thrive on variety, relationship-building and the opportunity to grow alongside their customers, the mid-market sales segment offers a fulfilling and mobile career path. Mid-market sales professionals can grow within the team or pivot into roles such as sales engineering, solutions architecture or even finance. 

“A career in mid-market sales is not easy,” Janie notes. “However, it is extremely rewarding. You need to be willing to put in the hard work. Prospecting, maintaining a strong pipeline, negotiating and closing are all essentials. It requires persistence, tenacity and hard work, alongside the effective use of Sales Enablement tools to sharpen product knowledge, sales skills and execution.” Programs like SOAR (Sales Onboarding for Accelerated Ramp) and Connect (Equinix’s annual sales kick-off event) provide sales professionals foundational training and ongoing development.

“SOAR is the springboard,” she says. “It gives new hires a 30-day start kit tailored to their role, covering everything from tools to processes. Connect, on the other hand, is a global experience that brings salespeople together to learn, grow and share best practices.”

The top three tips for aspiring mid-market sellers at Equinix

If you’re considering a career in mid-market sales at Equinix, Janie offers these top tips:

  • Leverage the SOAR onboarding program: It’s comprehensive and tailored to different sales motions, helping new hires ramp up quickly.
  • Understand the mid-market strategy: Know your customer. Mid-market accounts have unique needs such as scalability, digital transformation and speed. Position Equinix as a long-term partner.
  • Build relationships and use your resources: Collaboration is key. Tap into regional sales managers, technical sales teams and customer success managers.

With the right mindset, tools and support, sales professionals can thrive in the rich mid-market space and contribute to Equinix’s growth in this critical segment. Explore opportunities with our Sales team today.

Veröffentlicht am Okt 15 2025

Join the Equinix Talent Network

Nicht du?

Danke schön!