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.

Job Summary

We are currently looking for a Senior Technical Presales professional for our EMEA Technical Sales Platform Alliances and Channel Team to build strategic partnerships, support Equinix solutions development and selling to our most critical customers.





Do you have extensive customer facing experience within the internet, cloud or telecommunications services industry? Do you have a passion for technology? Do you have the desire to be in a globally impacting team and shape the way Equinix interacts with its largest customers? Here the role's overview.



Please note this position can be based in any EMEA location, preferably: Frankfurt, London, Amsterdam or Paris.




The Senior Lead Sales Engineer at Equinix is responsible for leading and driving strategic technical engagements across global accounts in Platform Alliance, working with our largest Cloud Service Providers like AWS, Microsoft, Google, and Oracle.



The role includes identifying customer needs, designing tailored solutions, and leading technical strategy as part of a sales teams. It involves deep product expertise, excellent customer communication, mentoring, and cross-functional influence and leadership to ensure successful pre-sales outcomes and long-term customer relationships.

Responsibilities

Technical Consulting & Sales Support


Technical consulting, proactive strategy planning, solutions design and working as part of a Sales team to own the technical relationship with customers Identifies customer's business needs, challenges, and technical requirements and maps to Equinix solutions Thought leader for product(s), solutions, technologies, industry and the customer Utilizes internal process and client requirements to help shape company policies, procedures and products Technical owner of key global customers and partners in our Platform Alliance vertical, working in the Account Team to own the technical relationship, strategy development and win Provides guidance to other personnel and mentors members of the Sales Engineering team and wider Equinix Owns and improves upon Sale Engineer responsibilities on accounts (including Capacity Feasibility Requests, Design Packages etc.)




Solution Design and Account Strategy Development


Hosts meetings with key technical and business decision makers; including C-Level stakeholders Manages and develops relationships with key customer stakeholders, identifying new personas and teams for GTM opportunities Works with assigned account teams to develop customer account plans, taking the lead with technical account plans and technical strategy Provides technical solution design expertise for customer opportunities and proactively positions solutions based on deep customer knowledge Develops, refines and creates new standard practices and procedures Develops complex Request for Information (RFIs) and Requests for Proposal (RFPs) responses based on customer requirements - owning the technical win Independently builds relationships and delivers directly to the customer

Customer Service


Communicates with customers (internal and external) in an outstanding, professional, friendly and effective manner, both verbally and in writing - setting expectations effectively and taking accountability for deliverables Owns pre-sales efforts for all company products and services, combining into complete customer solutions Represents Equinix's technical team in sales presentations, customer meetings, and trade shows Communicates with customers (internal and external) in an outstanding, professional, friendly and effective manner, both verbally and in writing




Business and Market Expertise


Excellent understanding and awareness of technology trends in the market Exceptional understanding of Equinix data center, Network, and Cloud products and services Strong familiarity with the competitive landscape



Collaboration / Communication


Creates new business opportunities, growing existing and developing new customer relationships Influences internal teams (Customer Success, Global Design and Construction, Capacity, Commercial Solutions, Operations, etc.) to ensure smooth project transition from pre-sales to post-sales Develops a positive culture on the team Demonstrates outstanding presentation skills



Team Leadership


Creates and leads initiatives and team projects to better the organization, fostering positive change and impact Demonstrates team and thought leadership as a standout member of the Global Technical Sales Team community

Qualifications

Requires extensive related experience Extensive Customer facing experience within data center, internet, cloud or telecommunications services industry Proven ability to effectively manage stakeholders both internally and externally Ability to work independently with minimal management guidance Problem resolution Ability to understand and explain related technical issues, thorough knowledge of products, potential applications and associated technologies Outstanding interpersonal skills - ability to professionally communicate and interact with all levels of internal and external customers Creation of high-quality business proposals in line with agreed customer needs and expectations Ability to project manage, multitask and follow through Ability to work and adapt in rapidly changing environment Excellent English written and oral communications skills Negotiation skills

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Resume du poste

Nous recherchons actuellement un professionnel senior en prevente technique pour rejoindre notre equipe EMEA Technical Sales Platform Alliances and Channel. L'objectif du poste est de developper des partenariats strategiques, de soutenir le developpement des solutions Equinix et de contribuer a leur commercialisation aupres de nos clients les plus importants.



Possedez-vous une solide experience en relation client dans les secteurs de l'internet, du cloud ou des services de telecommunications ? Etes-vous passionne par la technologie ? Souhaitez-vous faire partie d'une equipe a impact mondial et contribuer a faconner la maniere dont Equinix interagit avec ses plus grands clients ? Voici un apercu du role.



Veuillez noter que ce poste peut etre base dans n'importe quel pays de la region EMEA, de preference : Francfort, Londres, Amsterdam ou Paris.



Le Senior Lead Sales Engineer chez Equinix est responsable de mener et piloter des engagements techniques strategiques aupres des comptes globaux au sein de Platform Alliance, en collaborant avec nos plus grands fournisseurs de cloud tels qu'AWS, Microsoft, Google et Oracle.



Le role comprend l'identification des besoins des clients, la conception de solutions sur mesure et la definition de la strategie technique au sein des equipes commerciales. Il implique une expertise produit approfondie, d'excellentes competences de communication avec les clients, du mentorat, ainsi qu'une influence et un leadership transverses pour garantir des succes en prevente et des relations clients durables.

Responsabilites

Consultation Technique & Support aux Ventes


Fournir des conseils techniques, planifier des strategies proactives, concevoir des solutions et travailler au sein de l'equipe commerciale pour assurer la relation technique avec les clients Identifier les besoins metiers, les defis et les exigences techniques des clients, puis les associer aux solutions Equinix Etre un leader d'opinion sur les produits, solutions, technologies, le secteur et les besoins du client Utiliser les processus internes et les exigences des clients pour contribuer a faconner les politiques, procedures et produits de l'entreprise Etre le referent technique pour des clients et partenaires globaux cles dans notre vertical Platform Alliance, en travaillant avec l'equipe de compte pour piloter la relation technique, developper la strategie et remporter les opportunites Fournir des orientations aux autres collaborateurs et assurer le mentorat des membres de l'equipe Sales Engineering ainsi que de l'organisation Equinix au sens large Assumer et ameliorer les responsabilites de l'ingenieur avant-vente sur les comptes (y compris les demandes de faisabilite de capacite, les dossiers de conception, etc.)
Conception de Solution et Developpement de Strategie de Compte


Organise des reunions avec les principaux decideurs techniques et commerciaux, y compris les parties prenantes de niveau C Gere et developpe les relations avec les principales parties prenantes chez les clients, en identifiant de nouveaux profils et equipes pour les opportunites GTM. Collabore avec les equipes commerciales assignees pour elaborer des plans commerciaux, en prenant l'initiative pour les plans commerciaux techniques et la strategie technique Fournit une expertise en matiere de conception de solutions techniques pour les opportunites clients et positionne de maniere proactive les solutions en s'appuyant sur une connaissance approfondie des clients Developpe, affine et cree de nouvelles pratiques et procedures standard. Elabore des reponses complexes aux demandes d'informations (RFI) et aux appels d'offres (RFP) en fonction des exigences des clients, en s'assurant de la reussite technique Etablit de maniere independante des relations et livre directement au client Service Client



Communiquer avec les clients (internes et externes) de maniere exemplaire, professionnelle, chaleureuse et efficace, tant a l'oral qu'a l'ecrit -- en definissant clairement les attentes et en assumant la responsabilite des livrables Prendre en charge les activites avant-vente pour l'ensemble des produits et services de l'entreprise, et les combiner afin de proposer des solutions completes aux clients Representer l'equipe technique d'Equinix lors des presentations commerciales, des reunions clients et des salons professionnels Communiquer avec les clients (internes et externes) de maniere exemplaire, professionnelle, chaleureuse et efficace, tant a l'oral qu'a l'ecrit.
Expertise Commerciale et Connaissance du Marche



Excellente comprehension et connaissance des tendances technologiques sur le marche Comprehension approfondie des produits et services Equinix dans les domaines des centres de donnees, du reseau et du cloud Bonne connaissance du paysage concurrentiel
Collaboration / Communication


Cree de nouvelles opportunites commerciales, developpe les relations clients existantes et etablit de nouvelles relations Influence les equipes internes (Customer Success, Global Design and Construction, Capacity, Commercial Solutions, Operations, etc.) afin d'assurer une transition fluide des projets de la phase avant-vente a la phase post-vente Developpe une culture positive au sein de l'equipe Fait preuve d'excellentes competences en presentation
Leadership d'Equipe


Cree et pilote des initiatives et projets d'equipe pour ameliorer l'organisation, favorisant des changements positifs et un impact significatif Fait preuve de leadership d'equipe et d'expertise en tant que membre remarquable de la communaute du Global Technical Sales Team

Qualifications

Experience etendue dans un poste similaire Experience significative en relation client dans les secteurs des centres de donnees, de l'internet, du cloud ou des services de telecommunications Capacite averee a gerer efficacement les parties prenantes, tant internes qu'externes Capacite a travailler de maniere autonome avec un minimum de supervision Aptitude a resoudre les problemes Capacite a comprendre et expliquer les problematiques techniques, connaissance approfondie des produits, de leurs applications potentielles et des technologies associees Excellentes competences interpersonnelles - capacite a communiquer et interagir de maniere professionnelle avec tous les niveaux de clients internes et externes Capacite a creer des propositions commerciales de haute qualite, conformes aux besoins et attentes des clients convenus Competences en gestion de projets, multitache et suivi rigoureux des actions Capacite a travailler et s'adapter dans un environnement en evolution rapide Excellente maitrise de l'anglais, a l'oral comme a l'ecrit Competences en negociation
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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.