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About the Role

The Lead Sales Engineer (xScale) will serve as the primary technical advisor for hyperscale customers, partnering with cloud, AI, and digital infrastructure providers to design, scale, and optimize mission-critical data center deployments. This role leads technical engagements from qualification through deployment planning and expansion strategy, collaborating with internal teams to develop scalable infrastructure solutions.

Responsibilities

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 regarding 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, coordinating across internal and customer stakeholders.
Support executive-level customer engagements, technical workshops, infrastructure assessments, and solution reviews.
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.
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 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.
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.
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.
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.

Requirements

Typically requires 5+ years of related experience in Sales Engineering, Solutions Architecture, Data Center Infrastructure, Cloud Infrastructure, Hyperscale Infrastructure, or Mission-Critical Facilities environments.
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.

Skills

Data Center Infrastructure
Cloud Infrastructure
Hyperscale Infrastructure
Mission-Critical Facilities
Sales Engineering
Solutions Architecture
Data Center Architecture
Power and Cooling Infrastructure
Electrical Systems
Mechanical Systems
Resiliency Design
Capacity Planning
Deployment Lifecycles
Operational Best Practices
AI Infrastructure
GPU Deployments
High-Density Environments
Liquid Cooling Technologies
Large-Scale Power and Cooling Strategy

Location

United States - Atlanta 1 Field Office
United States - BO1 Boston
United States - Chicago Office CHO1
United States - New York City Office NYO1
United States - Ashburn Office AEO

Work Type

Full-time

Experience Level

5+ years of related experience

Education Level

Bachelor’s degree in Engineering, Computer Science, Information Technology, or a related technical discipline, or equivalent professional experience.

Salary/Compensations

Atlanta: 148,000 - 222,000 USD / Annual
Boston: 163,000 - 245,000 USD / Annual
Chicago: 163,000 - 245,000 USD / Annual
New York City: 163,000 - 245,000 USD / Annual
Ashburn: 163,000 - 245,000 USD / Annual

Benefits

Employee Assistance Program
Health Insurance
Life Insurance
Disability Insurance
Voluntary Plans
Retirement Plan (Employee and Company Contributions)
Paid Time Off (PTO)
Paid Holidays

About the Company

Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable innovations that enrich 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.

Equal Opportunity

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.
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.