Interconnection Sales Specialist (Public Sector)

Job description

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. 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 boo