Lead Sales Engineer, Equinix
xScale
$163-245k
OTE
Senior and Expert level
Boston
Chicago
New York
Digital infrastructure company
Be an early applicant
Digital infrastructure company
1001+ employees
B2BCommunicationSaaSCloud Computing
Be an early applicant
$163-245k
OTE
Senior and Expert level
Boston
Chicago
New York
1001+ employees
B2BCommunicationSaaSCloud Computing
Company mission
To provide finance, manufacturing, transport, government, and healthcare organizations a cloud-first world.
Role
Who you are
- Typically requires 5+ years of related experience in Sales Engineering, Solutions Architecture, Data Center Infrastructure, Cloud Infrastructure, Hyperscale Infrastructure, or Mission-Critical Facilities environments
- Bachelor’s degree in Engineering, Computer Science, Information Technology, or a related technical discipline, or equivalent professional experience
- Demonstrated experience supporting hyperscale customers, cloud providers, AI infrastructure providers, content platforms, or large-scale data center deployments
- Deep understanding of data center architecture, power and cooling infrastructure, electrical and mechanical systems, resiliency design, capacity planning, deployment lifecycles, and operational best practices
- Experience conducting customer-facing data center tours, infrastructure discussions, site assessments, executive briefings, or technical design reviews
- Ability to engage credibly with customer infrastructure architects, capacity planners, operations leaders, network engineers, and executive stakeholders
- Strong written and verbal communication skills with the ability to simplify complex technical concepts for business and technical audiences
- Experience with AI infrastructure, GPU deployments, high-density environments, liquid cooling technologies, or large-scale power and cooling strategy preferred
What the job involves
- 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
- The Lead Sales Engineer (xScale) will serve as the primary technical advisor for hyperscale customers, partnering with some of the world's largest cloud, AI, and digital infrastructure providers to design, scale, and optimize mission-critical data center deployments
- Leveraging deep expertise in data center infrastructure, power, cooling, resiliency, and capacity planning, this role leads technical engagements from initial customer qualification through deployment planning and expansion strategy
- The Lead Sales Engineer collaborates closely with Account Management, Operations, Capacity Planning, Critical Facilities, Design & Construction, and executive stakeholders to develop scalable infrastructure solutions that align with long-term customer growth objectives
- As a trusted customer-facing expert, the role conducts technical site tours, infrastructure assessments, and executive briefings while translating complex technical concepts into strategic business value and coordinating large-scale opportunities across regions and functions
- Serves as the primary technical subject matter expert for xScale and hyperscale customer opportunities
- Identifies customer business objectives, infrastructure requirements, growth projections, technical constraints, and deployment dependencies
- Leads technical discovery discussions with hyperscale customers related to data center infrastructure, capacity planning, power requirements, cooling considerations, and deployment strategy
- Partners with Account Management and Strategic Account teams to develop customer-specific infrastructure solutions aligned to long-term growth plans
- Provides technical leadership for global and multi-region hyperscale pursuits, including coordination across internal and customer stakeholders
- Supports executive-level customer engagements, technical workshops, infrastructure assessments, and solution reviews
- Develops and validates complex xScale solution designs supporting cloud, AI, and hyperscale infrastructure deployments
- Leads technical qualification and design support for dedicated hyperscale facilities, customer-specific data halls, large power footprints, and expansion requirements
- Evaluates technical feasibility related to power density, cooling strategy, space utilization, rack and cabinet planning, network requirements, resiliency, and deployment timelines
- Supports complex RFI, RFP, RFQ, and technical bid responses in partnership with Sales, Commercial, Product, Engineering, and Operations stakeholders
- Creates clear technical recommendations, design assumptions, and implementation guidance aligned to customer requirements and site capabilities
- Uses independent judgment to solve complex customer challenges that extend beyond standard solution frameworks
- Conducts customer-facing data center tours, technical site visits, facility reviews, and infrastructure briefings for hyperscale and strategic customers
- Demonstrates deep knowledge of xScale site infrastructure, including electrical distribution, utility power, UPS systems, generators, cooling architecture, physical security, operational resiliency, and sustainability considerations
- Explains critical facility capabilities and limitations in a credible, customer-ready manner to infrastructure architects, capacity planners, data center operations teams, and executive stakeholders
- Partners with Operations, Critical Facilities, Design & Construction, Capacity Planning, and Engineering teams to align customer requirements with current and future site capabilities
- Provides technical guidance related to site selection, expansion planning, available capacity, power density, cooling readiness, deployment constraints, and infrastructure roadmaps
- Helps customers understand how Equinix xScale facilities support resilient, scalable, and globally consistent infrastructure growth
- Builds trusted advisor relationships with hyperscale customers and their technical, infrastructure, operations, and executive stakeholders
- Translates complex data center infrastructure topics into clear business value, risk considerations, and deployment recommendations
- Supports customer workshops, executive briefings, design reviews, technical due diligence activities, and long-term growth planning discussions
- Helps position Equinix as a strategic infrastructure partner for large-scale cloud, AI, and digital platform deployments
- Leads technical inputs for xScale commercial pursuits, including scope definition, design assumptions, infrastructure requirements, and technical risk considerations
- Supports pricing and solution discussions by clarifying customer requirements, capacity assumptions, site constraints, deployment dependencies, and technical deliverables
- Collaborates with Sales, Commercial Management, Finance, Product, and Operations teams to ensure proposed solutions are technically accurate, commercially aligned, and executable
- Drives alignment across Sales, Account Management, Capacity Planning, Operations, Critical Facilities, Design & Construction, Product, Engineering, Customer Success, and Executive Leadership teams
- Facilitates communication among global stakeholders to support successful multi-region deployments and customer expansion plans
- Influences technical strategy and establishes best practices for xScale solution design, facility engagement, and hyperscale customer support
- Promotes a culture of technical excellence, accountability, customer obsession, and cross-functional partnership
Our take
Equinix is a veteran player in the digital infrastructure market, connecting industry-leading organizations in finance, manufacturing, retail, transportation, government, healthcare, and education.
The company provides a range of services within the categories of digital, support, data center, and interconnection, with capabilities including, for example, simplifying hybrid cloud deployments or securing on-site deployments. It has an extensive range of partners, granting its clients access to a vast range of industry-leading technologies atop its own offerings.
With a wide global presence, Equinix has secured a path to continued success by its ability to keep abreast of developments in the space. The company is comfortably positioned to remain a robust and leading player across multiple growth avenues and can be expected to make more smart developments and partnerships in the future.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Led by a woman
9% employee growth in 12 months
Company
Company HQ
Redwood Shores, Redwood City, CA
Leadership
Adaire Fox-Martin
(CEO & President)Prior to becoming CEO of Equinix in 2024, Adaire spent nearly 3 years at Google in various roles, including Head of Google Ireland and President of Google Cloud Go to Market. She also spent nearly 14 years at SAP and over 18 years at Oracle Corporation.
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