xScale Lead Sales Engineer

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

Primarily provides pre-sales technical consultancy for the development and implementation of complex solutions. Utilizes broad industry knowledge and expertise in finding products and solutions to meet customer needs. Prepares detailed product specifications and designs for the development and implementation of customer solutions. Provides consultation to prospective customers during customer meetings, tours, assessments and validations. Customer-facing, capable of customer demand creation and cross-regional coordination and collaboration. Can provide post-sales technical expertise during installation and contract-fulfilment.

Responsibilities

• Working directly with hyperscale customers as primary technical point of contact performing customer-facing engineering functions in support of customer acquisition, project installation and custom construction solutions

• Lead site tours, technical sales calls and customer design reviews 

• Evaluate customer needs and match with current portfolio

• Primary technical lead for proposal generation and RFP responses

• Serve as the liaison between internal Equinix groups (xScale, D&C, Operations, etc.) and our customers alongside the regional xScale Technical Director, ensuring projects are moving as planned. Customer satisfaction is of utmost importance

• Lead the bid management of all customer fit-out work pre/post Ready for Service (RFS)

• Manage all local on ground process from bid to vendor selection/relationship management, assist the sales process in conjunction with the D&C process to avoid scope gap. Leverage D&C for all pricing elements of quote generation. Leverage Bid Manager for document management and collation of the formal bid

• Interact directly with hyperscale customers, understanding their needs from a technical infrastructure point-of-view, then helping to drive decisions and agreement with Equinix teams including xScale, GAM, D&C, Security and Operations

• Serve as the main technical point of contact for customer deal/project communication

• Have working knowledge of disciplines related to the data center infrastructure

• This includes, utility, architecture, structural, electrical, mechanical, low voltage systems, security, network, fire protection, etc.

• Focus on electrical and mechanical knowledge from main customer demarcation (UPS/STS panel/breakers) to customer equipment and customer network connectivity

• Have a complete understanding of the xScale product offering and options

• Work in support of Equinix Sales and Legal to ensure technical requirements in commercials are accurately documented and the Equinix solution is compliant

• Have deep and current understanding of customer requirements, especially layout and planning convention, operations conventions and lifecycle management. This role should be considered a trusted advisor to the customer engineering, deployment and operations teams

• Represents Sales Engineering as a technical leader in region for their customer(s)  

• Contribute to the competitive cost and technical analysis

• Contribute to the site selection process for future development planning by guiding on known customer preferences

• Coordinate with Customer Project Managers on handoff for customer project implementation

 

Qualifications