Interconnection Sales Specialist - Channels

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
The Interconnection Sales Specialist (Channel) is a regional APAC specialist responsible for defining and executing Equinix's Interconnection strategy through the Channel ecosystem. The role grows Interconnection revenue across new and existing customers by combining regional strategy, partner prioritization and field execution.
The specialist determines how Equinix should scale Interconnection through partners across APAC and translates that strategy into actionable partner priorities, go-to-market plays and quarterly execution plans. They work with strategic partners to uncover customer connectivity needs, shape Interconnection architectures and create repeatable solutions that partners can take to market.
The role partners closely with Partner Sales Leaders (PSLs), Channel Sales, Account Executives, Solution Architects, Sales Engineers, Technical Account Managers and strategic partners to identify the partners best positioned to accelerate adoption, create partner-sourced and partner-influenced pipeline, and grow the broader Equinix business across APAC.
This is not a traditional partner relationship management role. It is a specialist sales role focused on defining the regional Channel Interconnection strategy and helping priority partners identify, develop and close opportunities at scale.

What You'll Sell
The role represents the full Equinix Interconnection portfolio, helping partners translate customer requirements into scalable architectures rather than selling individual products transactionally.

- WAN core and network modernization using Fabric and Network Edge

- Hybrid multicloud connectivity using Fabric Cloud Router and cloud on-ramps

- Distributed AI infrastructure and high-capacity data movement

- AI inference and application delivery at the edge

- Private connectivity to cloud, SaaS, AI platforms and ecosystem partners

- Digital supply chain and partner ecosystems using cross connects, peering and Metro Connect

- Partner-led managed connectivity and digital infrastructure solutions

- Multi-partner solutions combining Equinix, cloud, network and partner capabilities

Responsibilities
APAC Channel Interconnection Strategy and Execution

- Define the APAC Channel strategy for Interconnection, establishing how Equinix will grow adoption and revenue through partners across the region.

- Translate the regional strategy into clear partner segments, priorities, go-to-market motions and execution plans across APAC.

- Develop and maintain an APAC partner map that identifies and prioritizes partners based on customer profile, technical capability, market reach, Interconnection relevance and readiness to become early and fast adopters.

- Establish a prioritization framework to determine where specialist and Channel resources should be invested for the greatest business impact.

- Identify early-adopter partners that can demonstrate new Interconnection use cases and turn successful engagements into repeatable plays for broader partner adoption.

- Work with PSLs to create quarterly planned activities across APAC, translating regional priorities into partner engagements, customer activities, campaigns, enablement sessions and pipeline-generation initiatives.

- Establish a regular regional cadence with PSLs to review execution, partner adoption, pipeline creation and progress against agreed quarterly priorities.

- Adapt the regional strategy to differences in partner maturity, customer demand and market opportunity across APAC.

- Capture successful partner-led plays from individual markets and scale them across other APAC countries and partners where relevant.

Partner-Led Architecture Selling and Design Wins

- Lead solution conversations with channel partners and their customers to understand business drivers, technical requirements and connectivity pain points.

- Map customer requirements to Equinix Interconnection architectures with partner sellers, architects and technical teams.

- Combine physical and virtual Interconnection services into solutions partners can position with customers.

- Partner with Solution Architects and Sales Engineers on presales feasibility, solution design and customer engagement.

- Help partners articulate technical and business value to technical and executive buyers.

- Drive partner-led opportunities from discovery through solution development, customer commitment and implementation.

- Capture successful architectures as repeatable partner plays.

Partner Prioritization and Business Development

- Assess partners against the APAC prioritization framework and identify those with the strongest potential to accelerate Interconnection growth.

- Evaluate partners based on customer base, technical capability, cloud and network practices, sales readiness, geographic reach and appetite to adopt new solutions.

- Identify early and fast adopters and work with them to develop initial wins, references and repeatable use cases.

- Develop joint Interconnection business plans with priority partners and relevant PSLs.

- Identify whitespace where partners can extend Equinix reach, introduce new workloads or open new customer relationships.

- Build partner-specific growth strategies based on partner strengths, customer segments and market opportunities.

- Review partner performance and adjust prioritization and investment based on adoption, pipeline creation and business outcomes.

Partner, Account and Territory Planning

- Work with PSLs, Channel Sales and Account Executives to identify accounts where a partner-led approach can accelerate opportunity creation.

- Map partner customer relationships against target accounts and territories to identify whitespace and new-logo opportunities.

- Analyze the Equinix installed base and Interconnection footprint to identify additional customer value.

- Build integrated pursuit strategies that clarify the role of the partner, account team and specialist resources.

- Contribute regional Interconnection and partner insights to account planning and quarterly business reviews.

Partner Co-Selling and Opportunity Execution

- Act as the Interconnection specialist for partner-led opportunities from identification through close.

- Work alongside partner sellers to qualify opportunities and develop pursuit strategies.

- Bring together Account Executives, Solution Architects, Sales Engineers, Technical Account Managers, Product and Customer Success.

- Align partner activities with account strategies and maintain clear ownership throughout the opportunity.

- Join partner-led customer conversations where deeper Interconnection expertise is required.

- Support partners and account teams in overcoming competitive, technical and commercial barriers.

Partner Enablement and Scale

- Enable partner sales and technical teams to recognize Interconnection opportunities.

- Help partners understand priority use cases, buyer personas, discovery questions, competitive positioning and common objections.

- Develop partner-specific sales plays and solution propositions that can be repeated across customers and markets.

- Support enablement sessions, workshops, customer events and joint campaigns.

- Capture design wins as reusable playbooks, reference architectures and customer stories.

- Keep partners current on networking, hybrid multicloud, AI infrastructure and digital transformation trends.

Pipeline, Forecasting and Operating Cadence

- Build and manage partner-sourced and partner-influenced Interconnection pipeline against monthly, quarterly and annual objectives.

- Maintain accurate visibility into partner opportunities, stages, next steps and expected outcomes.

- Provide timely and accurate forecasts through the regional operating cadence.

- Monitor progression and proactively engage partners and internal teams where opportunities have stalled.

- Maintain current CRM records and appropriate partner attribution.

- Use pipeline and partner-performance data to guide investment and prioritization.

Commercials and Negotiation

- Support Account Executives and partners on quoting, pricing, negotiation and closing.

- Shape commercial structures supporting the initial opportunity and longer-term architecture expansion.

- Work with Deal Desk, Legal, Channel Sales and other stakeholders to resolve commercial requirements.

- Navigate partner commercial models and processes to accelerate execution.

- Balance customer value, partner economics and Equinix business objectives.

Qualifications
Knowledge and Experience
Required

- 5+ years of experience selling network, cloud, data center, telecommunications or infrastructure-as-a-service solutions, ideally in a specialist sales, channel sales or partner-facing role.

- Strong understanding of enterprise networking, Interconnection and hybrid multicloud concepts, including WAN, routing, cloud connectivity and network virtualization.

- Experience defining and executing regional strategies across multiple APAC markets and translating strategy into quarterly field activities.

- Ability to build partner maps and prioritization frameworks focused on partners with the highest adoption and growth potential.

- Experience working with partners to identify, develop and close complex technology opportunities.

- Demonstrated ability to build pipeline through partners and operate effectively within co-sell environments.

- Ability to engage credibly with partner sellers, solution architects, customer architects and business decision makers.

- Track record of collaborating with Account Executives and technical sales teams while meeting or exceeding objectives.

- Strong commercial acumen and ability to navigate multi-party opportunities.

- Strong presentation, influencing, negotiation and stakeholder-management skills.

- Bachelor's degree in business, engineering, computer science or a related discipline, or equivalent professional experience.

Preferred

- Experience working with systems integrators, managed service providers, network service providers, carriers, cloud providers, value-added resellers or other technology channel partners.

- Hands-on background in network architecture, solutions architecture, cloud connectivity or telecommunications.

- Experience developing repeatable partner-led go-to-market plays across APAC.

- Understanding of AI infrastructure, GPU-cluster networking, data movement or large-scale cloud architectures.

- Familiarity with partner commercial models, deal registration and channel sales processes.

- Industry certifications such as CCNP, JNCIP or cloud networking certifications from AWS, Microsoft Azure or Google Cloud.

- Experience selling into Financial Services, Enterprise, Strategic, Telco & Media or Public Sector segments.

- MBA or advanced degree.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form .

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

We use artificial intelligence in our hiring process. Learn more here .

This posting is a new position within our organization.