Principal Solutions Architect

Job Summary

Under the direction of the Senior Director, Solutions Engineering, the Principal Global Solutions Architect – Oracle is the technical executive partner for one of Equinix’s most strategic and globally significant hyperscaler accounts. This role owns the end-to-end technical strategy for the Oracle relationship across the full breadth of Oracle products and services deployed on Platform Equinix – shaping multi-year architecture roadmaps, co-innovation initiatives, and joint solution development that accelerate revenue, ecosystem expansion, and long-term platform adoption.

Responsibilities

• Strategic Account Technical Leadership

• Own the global technical account strategy for Oracle, including multi-year architecture roadmaps, capacity and expansion planning, sovereign and regional deployment strategy, and executive alignment across Oracle business units
• Partner with the Oracle Managing Director and account leadership to achieve and exceed global bookings and revenue targets, contributing directly to forecast accuracy, pipeline progression, and long-term expansion and ecosystem growth strategies
• Establish trusted advisor status with Oracle’s CIO, CTO, SVP, and senior technical stakeholders; influence decision-making tied to infrastructure modernization, AI deployment, interconnection strategy, and hybrid and multicloud architecture

• Co-Innovation and Strategic Solution Development

• Lead joint solution development initiatives across Oracle’s full product and services portfolio deployed with Equinix – producing validated blueprints, reference architectures, and scalable deployment models
• Shape Equinix product and service evolution by translating Oracle’s strategic requirements into actionable feedback for Product, Engineering, xScale, and Data Center Operations – with particular focus on high-density compute, liquid cooling readiness, and AI-optimized design
• Sponsor and drive executive-level technical workshops and innovation councils focused on AI infrastructure, distributed architecture, sovereign deployments, and high-density compute use cases
• Identify and define monetization paths for emerging joint solutions tied to interconnection, digital services, and ecosystem expansion across Oracle’s enterprise and ISV customer base
• Gather market feedback on new and emerging Oracle capabilities to inform joint business planning, routes to monetization, and proof-of-concept technical validation work

• Strategic Technical Go-to-Market Leadership

• Define and evolve the technical value proposition for the Oracle account, aligning Equinix capabilities to Oracle’s long-term platform, AI, and infrastructure roadmaps
• Drive executive-facing technical storytelling that positions Equinix as mission-critical infrastructure within Oracle’s ecosystem and the broader Oracle customer community
• Institutionalize repeatable reference architectures and deployment standards to enable global scale and consistency across Oracle deployments and joint field selling motions
• Ensure alignment between global strategy and regional execution to deliver a cohesive, high-service-level engagement model across all regions and Oracle business units
• Lead from the front of technology innovation as a digital and AI infrastructure thought leader – closely following industry trends to shape account team priorities and ensure Equinix is positioned to support Oracle’s digital and AI strategies as they evolve

Required Skills

• Executive presence with the ability to operate credibly at CIO, CTO, and SVP levels inside Oracle and within Oracle’s strategic customer base

• Excellent executive engagement skills, with the ability to influence decision-making at the strategic C-suite level

• Strong public speaking skills with the ability to simplify and explain complex problems to all levels across Equinix, customer lines of business, and external audiences such as analysts and media

• Systems thinker capable of aligning sales, product, engineering, operations, and validation teams around a unified account vision

• Strong strategic communication and storytelling skills – including Equinix storytelling – tied to measurable business value for Oracle, Oracle’s customers, and Equinix

• Senior technical background in data center infrastructure, including high-performance and AI compute, advanced networking, interconnection, and hybrid, multicloud, and distributed architectures

• Strong and experienced understanding of how to leverage hyperscaler and partner ecosystems to build and validate solutions for go-to-market and repeatable scale

• Collaborative leader who builds influence across global, matrixed organizations – including Sales, Marketing, Product, Engineering, Customer Success, and Partner GTM

• Self-motivated with an entrepreneurial mindset and the ability to identify value in unstructured situations; experience navigating hyper-growth environments at pace

• Linear, logical thinking style with the ability to break down and solve difficult problems

• Strong negotiation skills

• Emotional intelligence, flexible work style, and excellent diplomatic skills across all levels of the organization

• Ability to manage ambiguity and lead long-cycle transformational programs to committed outcomes

• Delivers professional, executive-ready design documentation and technical strategy artifacts

• Fosters a culture of continuous technical learning and brings an innovation-oriented mindset to co-development with Oracle

• Consistent focus on execution and high-quality customer outcomes, with strong organizational and documentation discipline

• Demonstrates Equinix values

Qualifications

• 10+ years of demonstrated success in senior technical sales, solutions architecture, or global technical leadership roles within hyperscaler, enterprise infrastructure, or digital platform environments – with direct experience supporting Oracle or a comparable strategic hyperscaler strongly preferred

• Solutions selling experience in a technical pre-sales position required

• Deep expertise in data center architecture, high-density compute, AI/ML infrastructure, hybrid and multicloud, and interconnection strategies

• Proven ability to influence product direction and long-term roadmap based on strategic customer needs

• Proven ability to lead global technical strategy for multinational accounts with executive visibility at the CIO, CTO, and SVP level

• Strong commercial acumen in recurring revenue models, solution selling, and complex, multi-region deal structures

• Familiarity with Platform Equinix global footprint, interconnection portfolio, xScale hyperscaler offering, and the broader hyperscaler and service provider ecosystem

• Familiarity with sovereign cloud, regulatory considerations, and cross-border deployment constraints relevant to Oracle’s global footprint