Interconnection Sales Specialist (Telco & Media)

Equinix; Ashburn (VA); On-site; USD 120,000 - 160,000; Full time

Job summary

Equinix is seeking an Interconnection Sales Specialist (ICS) who leads architecture-led selling to grow interconnection revenue across Telco and Media accounts, designing how networks, clouds and AI workloads connect, and landing that design on Platform Equinix.

You will partner with Account Executives, Solution Architects and Sales Engineers to translate customer needs into durable landed architectures and design wins that scale across our global ecosystem.

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.

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 Telco and Media accounts. An IC 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 CS 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 IC sells every Equinix interconnection service, combined into the architecture the customer needs rather than one product at a time. Typical architectures the IC designs and lands include:

1. Last Mile and network core integration 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. Carrier network transformation architectures supporting service provider modernization, cloud connectivity, edge networking, peering, and network-as-a-service initiatives

8. Inter-provider, cloud-provider, content-provider, and enterprise connectivity architectures that enable providers to expand reach, improve performance, and accelerate service delivery

9. 5G, edge, and AI-enabled network architectures that leverage Equinix's global interconnection ecosystem to support next-generation network services.

10. API integration to enhance product offerings, provide end-to-end services/solutions, increase observability across networks, guarantee sovereignty and use to innovate on new capabilities.

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 produceblueprints 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 carrier, CDN and media CTOs, network architects, peering leaders, transport engineering teams, product organizations, and infrastructure executives to align interconnection strategies with business growth objectives.

7. Design architectures that improve network reach, service delivery, cloud access, traffic optimization, operational efficiency, and customer experience.

Account and Territory Planning

1. Run