Interconnection Sales Specialist (Public Sector)

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Interconnection Sales Specialist (ICS)

 

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 Public Sector 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:

1.       WAN core and network modernization on Fabric and Network Edge

2.       Hybrid multicloud connectivity using Fabric Cloud Router and cloud on-ramps

3.       Distributed AI hubs and high-capacity GPU and data-movement interconnect

4.       AI inference and application delivery at the edge

5.       Private connectivity to SaaS, AI platforms and ecosystem partners

6.       Digital supply chain and partner ecosystems built on cross connects, peering and Metro Connect

7.       Secure public sector, defense, and higher education connectivity architectures supporting hybrid cloud modernization, cyber resilience, AI initiatives, data sharing, and mission-critical workloads

 

Main Responsibilities

 

Architecture-Led Selling and Design Wins

1.       Lead design conversations with customer network, cloud and infrastructure architects to understand business drivers, technical requirements and pain points.

2.       Map customer needs to proven interconnection architectures, combining physical and virtual services into a single design.

3.       Partner with Solution Architects on presales feasibility and solution design, and produce blueprints another team can run.

4.       Register the architecture scope early, and drive it from customer commitment to the first production circuit and a published blueprint.

5.       Build value cases and value metrics that show the business impact of the architecture to technical and executive buyers.

6.       Engage with government IT leaders, enterprise architects, cybersecurity stakeholders, and program owners to align interconnection architectures with mission outcomes, digital modernization initiatives, and cloud transformation objectives.

7.       Develop architectures that support public sector requirements around resiliency, compliance, data sovereignty, zero-trust networking, disaster recovery, and secure access to commercial and government cloud environments.

 

Account and Territory Planning

1.       Run joint account planning with Account Executives and Sales Engineers for assigned accounts, segments or verticals.

2.       Analyze the installed base and interconnection footprint to find accounts ready for a new architecture, and prioritize them for short- and long-term pursuit.

3.       Drive interconnection growth in existing accounts and help open new logos, including magnet customers that pull through partners and ecosystems.

4.       Contribute to quarterly business reviews to find and develop new interconnection opportunities.

5.       Identify federal, state, local government, higher education, defense, and public sector ecosystem opportunities where interconnection can accelerate digital transformation, cybersecurity modernization, cloud migration, and AI adoption initiatives.

6.       Develop territory strategies aligned to agency priorities, modernization programs, procurement cycles, and strategic technology investments.

 

Partnership with the Account Team

1.       Act as the interconnection expert for the account team, from pursuit strategy through close.

2.       Bring in the right resources for each deal: Solution Architects, Technical Account Managers, product, customer success, alliances and channel partners.

3.       Co-sell with cloud, technology and channel partners where partner-led plays create the strongest path to a design win.

4.       Hand off landed architectures cleanly so that follow-on connections are booked by whoever is best placed, whether AE, partner or portal.

5.       Partner closely with Public Sector Account Executives, Systems Integrators, Managed Service Providers, and government-focused channel partners to drive architecture-led opportunities.

6.       Collaborate with government ecosystem partners, hyperscalers, carriers, and technology alliances to support agency modernization and mission-critical initiatives.

 

Expertise and Enablement

1.       Be the field expert on the full interconnection portfolio, industry trends and competitive landscape.

2.       Help AEs identify interconnection fit, use cases, buyer personas, common objections and competitors.

3.       Contribute to playbooks, reference architectures and customer case studies so winning patterns repeat across the region.

4.       Keep current on networking, multicloud, AI infrastructure and digital transformation trends.

5.       Maintain expertise in Public Sector technology trends including digital government initiatives, cybersecurity modernization, AI adoption, cloud transformation, and data-sharing strategies.

6.       Understand Public Sector buying motions, procurement environments, stakeholder structures, and compliance considerations to effectively navigate complex opportunities.

 

Pipeline, Forecasting and Cadence

1.       Build and manage a pipeline of architecture opportunities against monthly, quarterly and annual objectives.

2.       Provide timely, accurate forecasts and opportunity status through the team's operating cadence.

3.       Follow the Equinix selling methodology and keep CRM records current, including registered design scopes.

4.       Work with marketing, partner and business development on campaigns that generate interconnection pipeline.

5.       Build and manage a pipeline of Public Sector opportunities tied to modernization programs, cybersecurity investments, cloud migration initiatives, AI deployments, and digital transformation objectives.

 

Commercials and Negotiation

1.       Support the AE on quoting, pricing, negotiation and closing of interconnection deals.

2.       Shape commercial structures that support the full build-out of the architecture over time.

3.       Work with deal desk and legal on interconnection terms as needed.

4.       Support Public Sector procurement processes, contract negotiations, and compliance requirements while aligning commercial structures to long-term architecture adoption.

 

How Success Is Measured

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

Area Measures

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, public sector architecture wins, agency modernization initiatives supported, and ecosystem partner engagement

 

Knowledge and Experience

Required

1.       5+ years selling network, cloud, data center, cybersecurity, AI infrastructure, or infrastructure-as-a-service solutions to enterprise, service provider, government, education, defense, or public sector customers in a technical sales, overlay, or specialist role.

2.       Architecture depth in enterprise networking, interconnection and hybrid multicloud: WAN, routing, peering, cloud connectivity and network virtualization.

3.       Ability to design a solution with customer architects and write it up as a blueprint others can deliver.

4.       Executive presence and credibility with both technical buyers and business decision makers.

5.       Track record of working with account teams and partners, and meeting or exceeding sales objectives.

6.       Bachelor's degree in business, engineering, computer science or a related field, or equivalent experience.

7.       Experience navigating complex stakeholder environments, including government agencies, public sector organizations, educational institutions, or highly regulated industries.

 

Preferred

1.       Experience with AI and GPU-cluster networking, data movement or large-scale cloud architecture (especially for Strategic and hyperscale accounts).

2.       Hands-on background as a network or solutions architect, or with a cloud provider, carrier or network service provider.

3.       Industry certifications such as CCNP, JNCIP or cloud networking specialty certifications from AWS, Microsoft Azure or Google Cloud.

4.       Experience in one of Equinix's vertical segments: Financial Services, Enterprise, Strategic, Telco & Media or Public Sector.

5.       MBA or advanced degree.

6.       Experience selling to Federal, State, Local Government, Higher Education, Defense, Intelligence Community, or GovCon organizations.

7.       Familiarity with government procurement vehicles, public sector contracting frameworks, and technology modernization initiatives.

8.       Experience supporting secure cloud adoption, cyber resiliency, zero-trust architecture initiatives, or mission-critical infrastructure programs within Public Sector organizations.

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

United States - Ashburn Office AEO : 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. 

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