Principal Solutions Architect - Channel

Who are we?

Equinix is the world's digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.

A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you-because when you feel valued, you're empowered to do your best work.

Job Summary

Under the direction of Global Technical Solutions leadership, the Principal Global Solutions Architect, APAC Channel is a senior solutions architecture resource supporting Equinix's strategic Channel partners. This role supports our Channel partners and their efforts to leverage and resell Equinix's platform capabilities as part of their solution offerings. The ideal candidate for this role will have advanced knowledge of data center, network, cloud technologies, AI and enterprise buyer trends, in addition to possessing a strong balance of advanced partner handling and partner go-to-market across various routes-to-market.

• Work with Equinix partner account leads and our channel partners to enable sell-thru strategy and goals
• Engage and help channel partners by developing joint value messaging and offers
• Support partner scale as an Equinix solutions advisor and technical SME for customer engagements, and advanced training and learning for channel partners
• Work with the Equinix channel partner team to be a critical contribution player in technical partner program activation and scale

• Support Equinix partner account managers and channel partners to position Equinix differentiated advantage and platform capabilities
• Simplify and translate complex technical concepts into customer outcome-driven language for partner selling to end-customers
• Help train channel partners to position Equinix joint partner solutions to partners and end-user customers
• Help partners identify customer business needs, challenges, and technical requirements
• Work with channel partners to develop and deliver a joint Equinix-partner value messaging to various personas across multiple end-customer segments
• Provide channel partner support for technical sales presentations, whiteboarding, and customer meetings as necessary
• Work with internal channel partners and their support desk teams to ensure positive partner and end-customer experience with Equinix

• Gather end-customer requirements for data center, networking, cloud, storage, and AI solutions
• Provide technical solutions architecture and design for all partner-engaged end-customer requirements
• Assist partners with opportunity actions including customer meetings and documented solutions architecture

• Strong technical acumen around cloud and networking, and familiarity with Equinix platform and products
• History of supporting channel partners in end-customer engagements
• Strong background building and delivering technical trainings to sales, engineering, and partner communities
• Ability to break down complex problems with digestible solutions and presentations in support of channel partners
• Experience navigating hyper-growth environments at a fast pace; having an entrepreneurial mindset with the ability to quickly identify value within rapidly changing requirements
• Experience leading technical qualification and discovery sessions with channel partners and end-customers
• Experience with recurring revenue, sales process, and delivery complexity
• Focused on execution and results by establishing high standards for performance and customer experience
• Exceptional ability to collaborate with different teams to deliver customer value
• Continuous learning and innovation-oriented mindset needed to improve channel partner programming
• Excellent customer engagement skills across working level and executive personas
• Strong engagement skills, with ability to simplify and explain complex problems
• Superior organizational skills and project/time management abilities

• 15+ Years in the functional domains of Network, Datacentre, Enterprise IT Systems, including Enterprise Architecture and Technical Architecture implementation preferred
• 7+ Years of Solutions Selling in a commercial pre-sales position preferred
• Bachelor's degree in Computer Science or related engineering discipline preferred
• Master's degree in Computer Science or related engineering discipline preferred
• Advanced industry certifications (i.e. Cisco, VMware, MS, AWS), TOGAF (v9 Part 1 and Part 2), ITIL 3.0, or CCIE-Written certification preferred