Lead Sales Engineer (xScale)

About this role

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 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

Responsibilities

Hyperscale Technical Consulting and Sales Support

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.

xScale Solution Design and Technical Leadership

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.

Data Center Infrastructure, Facilities, and Site Engagement

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.

Strategic Customer Engagement

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.

Commercial and Proposal Support

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.

Collaboration and Cross-Functional Leadership

Drives alignment across Sales, Account Management, Capacity Planning, Operations, Critical Facilities, Design &…