Job Summary 

The Interconnection Sales Specialist (ICSS) is responsible for driving digital revenue growth by accelerating Fabric, Fabric Cloud Router and Network Edge, and platform adoption across new and existing accounts. This role involves collaborating with cross-functional teams, including Sales Account Executives, Solution Architects and Technical Account Managers to deliver the full value of Equinix’s digital services portfolio. 

Responsibilities 
Product Solutions Expertise 

• Be a digital product and services expert. Sharing your knowledge of industry best practices, our digital service product offerings, and their benefits to customers.  

• Support building digital expertise and new products growth across field sales. Partner with Sales Account Executives on digital customer fit, pitch, personas, uses cases, common pain points, potential competitors, and how to handle objections.  

• Actively maintain and grow your expertise in leading transformational technology concepts and methodologies 

Territory and Account Planning 

• Drive digital prospecting and account growth within existing accounts or new logos with Sales Account Executive.  

• Partner with Account Executives to identify, qualify, prioritize, and execute digital services strategies for short and long-term pursuit to achieve assigned sales objectives  

• Analyze customer data and make recommendations on how to maximize the digital services solutions within assigned territory or account segmentation 

Product Solution Selling 

• Work with Account Executives to identify customers’ business needs, challenges and technical requirements and matches to Equinix solutions.   

• Work closely with Solutions Architects to perform presales feasibility assessments to ensure that digital solutions meet the customer requirements.  

• Define value metrics within the prospects/customers and deliver value assessments  

• Engage and influence key decision makers within client base.  

• Facilitate resources necessary to further sales cycle such as Solution Architects, Technical Account Managers, Product, Customer Success, Marketing etc.  

• Meet or exceed Monthly, Quarterly and Annual sales objectives and revenue quota, constantly working towards team, monthly & quarterly KPI metrics such as pipeline build, revenue attainment, digital bookings and opportunities development. 

Pipeline Management 

• Prioritize list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives  

• Provide timely and accurate information to management such as forecasting and opportunity status  

• Work with Marketing, Channel and Business Development to support the creation and running of campaigns to generate additional pipeline 

Negotiation 

• Works with Sales Account Executive to drive quoting, negotiating, and closing of digital services sales  

• Support the Account Executive with digital services contracts and serve as a liaison to the legal team. 

Knowledge and Experience 

• Bachelor’s degree in Business, Engineering, or a related field; MBA or advanced degree preferred.  

• Experience: Consolidated experience in selling enterprise and cloud solutions; selling infrastructure-as-a-service; technical sales and account management  

• Knowledge of business challenges facing enterprise executives that are driving digital transformation use case adoption 

Skills and Attributes 

• Passionate about infrastructure, interconnection, and the future of technology and software-as-a-service  

• Digitally savvy and strong sales management background  

• Excellent relationship building skills with demonstrated ability to build meaningful relationships with Equinix customers, prospects, and internal colleagues  

• Strong analytical and problem-solving skills  

• Excellent communication and presentation skills  

• Ability to work collaboratively in cross-functional teams