Job SummaryThe 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 & Construction, Product, Engineering, Customer Success, and Executive Leadership teams.
- Facilitates communication among global stakeholders to support successful multi-region deployments and customer expansion plans.
- Influences technical strategy and establishes best practices for xScale solution design, facility engagement, and hyperscale customer support.
- Promotes 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.
The targeted pay range for this position in the following location is / locations are:
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 or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.
Equinix BenefitsAs 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. We keep them competitive within the current marketplace to ensure we're providing you with the best package possible. So, wherever you are in your career and life, you'll be able to enhance your experience and bring your whole self to work.
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.
