Lead Sales Engineer (xScale)

About the role

Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet. As the Lead Sales Engineer (xScale), you 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. You will collaborate 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, you will conduct 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.

Responsibilities

• Hyperscale Technical Consulting and Sales Support
  • Serve as the primary technical subject matter expert for xScale and hyperscale customer opportunities.
  • Identify customer business objectives, infrastructure requirements, growth projections, technical constraints, and deployment dependencies.
  • Lead technical discovery discussions with hyperscale customers related to data center infrastructure, capacity planning, power requirements, cooling considerations, and deployment strategy.
  • Partner with Account Management and Strategic Account teams to develop customer-specific infrastructure solutions aligned to long-term growth plans.
  • Provide technical leadership for global and multi-region hyperscale pursuits, including coordination across internal and customer stakeholders.
  • Support executive-level customer engagements, technical workshops, infrastructure assessments, and solution reviews.
• xScale Solution Design and Technical Leadership
  • Develop and validate complex xScale solution designs supporting cloud, AI, and hyperscale infrastructure deployments.
  • Lead technical qualification and design support for dedicated hyperscale facilities, customer-specific data halls, large power footprints, and expansion requirements.
  • Evaluate technical feasibility related to power density, cooling strategy, space utilization, rack and cabinet planning, network requirements, resiliency, and deployment timelines.
  • Support complex RFI, RFP, RFQ, and technical bid responses in partnership with Sales, Commercial, Product, Engineering, and Operations stakeholders.
  • Create clear technical recommendations, design assumptions, and implementation guidance aligned to customer requirements and site capabilities.
  • Use independent judgment to solve complex customer challenges that extend beyond standard solution frameworks.
• Data Center Infrastructure, Facilities, and Site Engagement
  • Conduct customer-facing data center tours, technical site visits, facility reviews, and infrastructure briefings for hyperscale and strategic customers.
  • Demonstrate deep knowledge of xScale site infrastructure, including electrical distribution, utility power, UPS systems, generators, cooling architecture, physical security, operational resiliency, and sustainability considerations.
  • Explain critical facility capabilities and limitations in a credible, customer-ready manner to infrastructure architects, capacity planners, data center operations teams, and executive stakeholders.
  • Partner with Operations, Critical Facilities, Design & Construction, Capacity Planning, and Engineering teams to align customer requirements with current and future site capabilities.
  • Provide technical guidance related to site selection, expansion planning, available capacity, power density, cooling readiness, deployment constraints, and infrastructure roadmaps.
  • Help customers understand how Equinix xScale facilities support resilient, scalable, and globally consistent infrastructure growth.
• Strategic Customer Engagement
  • Build trusted advisor relationships with hyperscale customers and their technical, infrastructure, operations, and executive stakeholders.
  • Translate complex data center infrastructure topics into clear business value, risk considerations, and deployment recommendations.
  • Support customer workshops, executive briefings, design reviews, technical due diligence activities, and long-term growth planning discussions.
  • Help position Equinix as a strategic infrastructure partner for large-scale cloud, AI, and digital platform deployments.
• Commercial and Proposal Support
  • Lead technical inputs for xScale commercial pursuits, including scope definition, design assumptions, infrastructure requirements, and technical risk considerations.
  • Support pricing and solution discussions by clarifying customer requirements, capacity assumptions, site constraints, deployment dependencies, and technical deliverables.
  • Collaborate with Sales, Commercial Management, Finance, Product, and Operations teams to ensure proposed solutions are technically accurate, commercially aligned, and executable.
• Collaboration and Cross-Functional Leadership
  • Drive alignment across Sales, Account Management, Capacity Planning, Operations, Critical Facilities, Design & Construction, Product, Engineering, Customer Success, and Executive Leadership teams.
  • Facilitate communication among global stakeholders to support successful multi-region deployments and customer expansion plans.
  • Influence technical strategy and establish best practices for xScale solution design, facility engagement, and hyperscale customer support.
  • Promote a culture of technical excellence, accountability, customer obsession, and cross-functional partnership.

Qualifications

• 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.

Pay

The targeted pay range for this position in the following locations is:

• United States - Atlanta 1 Field Office: $148,000 - $222,000 USD / Annual
• United States - BO1 Boston: $163,000 - $245,000 USD / Annual
• United States - Chicago Office CHO1: $163,000 - $245,000 USD / Annual
• United States - New York City Office NYO1: $163,000 - $245,000 USD / Annual
• United States - Ashburn Office AEO: $163,000 - $245,000 USD / Annual

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training. The targeted pay range listed reflects On-Target Earnings (OTE), which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.

Benefits

As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected, and efficient.

• Employee Assistance Program: An Employee Assistance program is available to all employees.
• US Benefits:
  • Insurance: You may enroll in health, life, disability, and voluntary plans that are designed for you and your eligible family members.
  • Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future.
  • Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits.

Benefits are subject to change and may be subject to specific plan or program terms.