Senior Vice President, Solutions Architecture and Sales Engineering at Equinix in Redwood City, California

Job Description:

Senior Vice President, Solutions Architecture and Sales Engineering

Senior Vice President, Solutions Architecture and Sales Engineering

Responsible for management of the global solutions architect and sales engineering teams and providing technical vision, thought leadership and execution in the strategic development, architecture and implementation of Equinix products and services to enable our customers’ digital transformations.

Main Responsibilities and Accountabilities of the Role:

Accelerate platform adoption through customer sales

• Demand capture: lead and manage technical Sales teams and strategies globally and cross functionally. Support global solution selling by architecting customer solutions that capture demand, increase product and NRR attach rate and drive ecosystem density




• Demand creation: deliver integrated strategies and solutions and enable AT and BY capabilities that shape how customers leverage and consume our products and services to realize their digital transformation at scale




• Enable demand capture and creation across all selling motions: in close partnership with Global Sales Leadership, CRO Leadership and key stakeholders, lead effective pre-sales engagement with solutions architects and post sales engagement with Sales Engineering across all selling motions; sell-to, sell-with and sell-through




• Executing technical wins: identifying and mitigating technical risk; driving pipeline; and advancing and enabling the strategic direction of Equinix’s digital ecosystem

Effectively support and onboard organization on new products and solutions

• New product and technical thought leadership: key leader to work with cross functional business partners in defining next generation offerings, design and capabilities




• Manage process for advising: Lead Sales, Marketing, CTO and Product development regarding customer insights on new products and offerings, as well as how to roll out new sales opportunities into regular Sales cycles




• Enable cross functional strategic solution development: Partner and act as liaison among Strategy, Care, Product, etc. to enable strategic solution development with a focus on increasing Equinix sales and driving innovative products, services and selling processes




• Support launch: ensure successful execution of new products and service capabilities globally

Manage teams and develop Equinix’s technical selling capabilities

• Develop Equinix as a “trusted advisor”: Improve Equinix’s technical brand to make Equinix a recognized technical leader in the industry.




• Develop and oversee implementation of plan for globalization of Sales Engineering function to ensure globally consistent technical pre-sales support.




• Organizational and change leadership: define the vision, structure and go forward engagement of a newly formed and globalized team




• Career growth and development: build on strength of combined team to ensure strong career pathing and growth of SEs and SAs, from NTC to technical expert

Leadership Characteristics of the Role:

Knowledge and Experience

• 15+ years demonstrated track record in leading regional/global technical sales organizations




• Experience designing, leading, growing and fostering a robust career pathing strategy for a large technical sales team




• Strong technical background regarding datacenter industry, networking, service providers, and hybrid cloud architecture.




• Strong understanding of how to develop and leverage partner networks to enhance influence and enable greater success




• A thorough understanding of Equinix’s customers, partners, offerings, organizational units, competitive landscape and market opportunities




• Experience with recurring revenue, sales complexity, solution selling, and enabling platforms for B2B




• Experience globalizing and transforming a functional organization while ensuring balance and appropriate consideration of local needs

Skills and Attributes

• Adept at balancing intense short-term pressures with overall long-term goals




• Adept at managing through change and minimizing business disruption during transformational efforts




• Adept at inspiring behavior change through motivating teams, planning initiatives, designating priorities, and being decisive when faced with ambiguity




• Adept at effectively navigating complex and matrixed organizations




• Focus on execution and results – establishing high standards for performance, following through and holding people accountable for results




• Exceptional ability to collaborate with disparate teams and cultivate deep relationships to deliver customer value




• Demonstrated skill set and vision as relating to Sales, Services, and technical architecture and implementation

Equinix is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.