Who are we?
Equinix is the world's digital infrastructure company®, operating over 250 data centers across the globe. Digital leaders harness Equinix's trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.
A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions. We embrace diversity in thought and contribution and are committed to providing an equitable work environment that is foundational to our core values as a company and is vital to our success.
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Lead Sales Engineer
Job Summary
The role of the Lead Sales Engineer is to provide key technical sales support to our Enterprise and Mid Market sales segments.
You will be successful working with our customers, partners and suppliers to capture requirements, design and quote complex data centre and interconnection solutions and the necessary components critical for the delivery of Equinix services. You will be the lead technical interface between our customers and operational teams, understanding the mechanical, electrical, connectivity and operational aspects of our International Business Exchange (IBX) facilities in order to ensure we accommodate the demands of our customers to the highest standard. In addition, you will support the sales teams through hosting and touring customers through our International Business Exchange (IBX) facilities in the Australian metros that we operate.
This role is critical to the success of Global Technical Sales and the wider sales teams and will focus on delivering quality and consistency in the way we engage with our suppliers during the sales cycle. It requires exemplary support and service to our existing customer base through detailed technical knowledge of Equinix products and services.
Responsibilities
- Responsible for pre-sales support of Equinix products and services, including but not limited to:
- Position platform capabilities and Equinix differentiated advantage
- Articulate capabilities and value of entire interconnection portfolio, both physical and virtual capabilities
- Be a Data Centre Services subject matter expert with the ability to articulate and sell the full portfolio; collaborate across team SMEs to build / deliver solutions
- High level physical, mechanical and electrical design of Colocation services covering cages, computer racks/cabinets and all associated infrastructure
- Pricing of customer solutions
- Working closely with our operational teams to ensure technical feasibility and design compliance
- Provides technical support in sales presentations, customer meetings, trade shows, and other forums, including leading detailed technical data center tours.
- Responsible for pre-installation requirements to hand over to Customer Service and Project Management teams for delivery and ongoing support
- Provides answers to customer inquiries concerning all Equinix products and services.
- Technical lead in RFI/P/Q preparation as requested.
- Works closely with sales teams to foster new business and maintain existing customer relationships.
- Provide customers with timely responses to questions (RFIs) and requests for quotes ensuring their expectations are met
- Attend sales conferences or industry meetings as required
- Any other additional work as assigned by the Manager
Education and Experience
- 5+ years demonstrated track record in technical sales or solutions engineering organizations
- Senior technical background regarding data centre industry, networking, service providers, and hybrid cloud architecture
- Experience leading technical qualification and discovery sessions with customers and prospects
- Familiarity with Platform Equinix global data center footprint and interconnection portfolio
- Strong understanding of how to develop and leverage partner networks to enhance influence and enable greater success
- Experience with recurring revenue, sales complexity, solution selling, and enabling platforms for B2B target audiences
- Experience selling to different personas and lines of business
- Strong communication and presentation skills, including Equinix storytelling, motivating customers, partners and internal teams
- Adept at being brought in as an expert for data center and interconnection services
- Skilled at stakeholder engagement to win together driving solutions for scale (team players)
- Focused on execution and results by establishing high standards for performance and customer experience
- Exceptional ability to collaborate with complex and disparate teams and cultivate deep relationships to deliver customer value
- Continuous learning and innovation-oriented mindset
- Experience with Technical knowledge sharing - participating, providing, asking for help
- Collaborative team player and builder
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.