Principal Solutions Architect - Technical Alliances

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.  

Principal Solutions Architect - Technical Alliances

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