Principal Solutions Architect - Ashburn, United States - Equinix

Description

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.

Job Summary

Under the direction of the VP of Global Technical Sales, the Principal Solutions Architect is a senior technical solutions engineering resource supporting Equinix's strategic relationship with our Platform Technical Alliances partners, supporting the Senior Client Executive and Platform Alliances team on both the partner's global footprint as well as our joint innovation and services offerings across varied routes to market. This role is a high-visibility position both within and outside of the company, and as such, the ideal candidate will possess a superior balance of senior technical skills, advanced client handling, prior experience innovating with partners, and tenured experience driving growth with recognized technology companies.

Responsibilities

Solution Selling

• Partner with Senior Client Executive to achieve and exceed global bookings and revenue targets, prioritizing customer short term business outcomes as well as long term expansion and partner growth strategies
• Establish trusted advisor status and support Senior Client Executive's ability to influence decision making with senior and C-Level executives
• Be a technical SME in the customer's domain, including earning their certifications, to understand their business, speak their language and advance their ecosystem opportunities on Platform Equinix
• Adept at conversations with C-Level executives around business outcomes while switching to very technical conversations about solutions and use cases that drive future transformational solutions
• Engage extended Equinix global technical community to provide coordinated strategy and superior customer experience wherever our customers need us

Joint Offers

• Engage with the client as a strategic technical alliance, helping unlock and advance joint innovation through multiple routes to market
• Advance technical requirements and solutioning for joint innovation and market offers, partnering with various product and development teams at both Equinix and at within our partner's organization, ideating, innovating, testing, and validating solutions for intended partner pursuits
• Contribute to and function as a SME for advanced training/learning for Equinix, customers and extended partner community audiences
• Be a critical contribution player in technical partner program activation development
• Support partner scale by building global technical peer relationships, ensuring global and regional nuances and needs are factored into joint solutioning
• Gather feedback for new and emerging capabilities to determine potential business planning, route to monetization, and proofs of concepts validation work

Technical Go-to-Market

• Function as a global technical point of contact for joint Equinix + Technical Alliance partner go-to-market activities and evangelism, including speaking engagements, blogs, webinars, trainings, analyst briefings, roadshows, and customer event opportunities
• Proactively support field sales opportunities which require joint solution-specific expertise in customer meetings, while leveraging these opportunities to scale field technical engineering resources to become self-sufficient, both inside Equinix and for partner-led customer opportunities
• Collaborate with partner program team on activation and readiness programming execution

Be Curious (as Ted Lasso says)

• Closely follow industry trends and direction to shape account team priorities – lead from the front of technology innovation
• Be a digital and AI infrastructure thought leader in customer meetings and public settings by keeping pace of industry happenings, enabling Equinix to best support our partners as they ready for and accelerate their digital and AI strategies
• Continually increase job-related technical knowledge and develop problem-solving skills through education, certifications, self-study, and individual development planning

Required Skills

• Exceptional business and technical acumen around digital infrastructure, AI, and high-performance computing
• Strong Technical Alliances partner (to be named) technology knowledge, certification preferred (or in-progress)
• Excellent executive engagement skills
• Tenured experience building and validating joint solutions with top tier OEMs and strategic partners
• Strong background building and delivering technical trainings to sales, engineering, and partner communities
• Large, complex, global selling and stakeholder alignment experience required
• Strong public speaking skills with ability to simplify and explain complex problems to all levels across Equinix, customer lines of business, and other audiences such as analysts and media outlets as needed.
• Experience navigating hyper-growth environments at a fast pace; having an entrepreneurial mindset with the ability to quickly identify value, even in unstructured situations
• Extraordinary ability to break down complex problems with digestible solutions roadmaps via leading of customer workshops and presentations in support of Senior Client Executive
• Emotional intelligence, flexible work style, and excellent diplomatic skills across all levels of the organization
• Superior organizational skills and project/time management abilities
• Ability to give and receive constructive criticism
• Demonstrates Magic of Equinix values

Qualifications

• 10+ years experience in technical pre-sales, solutions engineering/architecture, and partner-related roles with a focus on digital infrastructure, aaS offerings, managed services, and partner joint innovation
• Solutions selling in a technical pre-sales position required
• Partner joint innovation and solutions development experience required
• Technical go-to-market experience required, including route to market activation from launch planning to training and market evangelism.
• 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 preferred

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.

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

• San Francisco, CA / Bay Area: $243,000 to $365,000 per year
• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $233,000 to $349,000 per year
• Colorado, Nevada, Rhode Island: $211,000 to $317,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed 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.

As an employee, you become important to Equinix's success. Details about our company benefits can be found at the following link:

USA Benefits eBook

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.

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

• San Francisco, CA / Bay Area: $243,000 to $365,000 per year
• California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $233,000 to $349,000 per year
• Colorado, Nevada, Rhode Island: $211,000 to $317,000 per year

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process.

The targeted pay range displayed 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.

As an employee, you become important to Equinix's success. Details about our company benefits can be found at the following link:

USA Benefits eBook