Senior Solutions Architect at Equinix supporting global sales strategy through technology and solution - based leadership while enhancing customer engagement.
About the role
- Commercial Solution Architect responsible for sales execution and engagement for Digital Benefit Solutions in a SaaS company. Collaborating closely with Client Success and Sales teams to drive adoption and revenue.
Responsibilities
- Own the end-to-end sales cycle for Digital Benefit Solutions across all customer segments.
- Lead discovery sessions, demonstrations, solution scoping, and design workshops.
- Develop tailored proposals and pricing and lead commercial negotiations through to signature.
- Maintain a high-quality pipeline and deliver accurate commercial forecasting.
- Progress all opportunities through the full sales process to closure.
- Collaborate with CSDs, SCSMs, and CSMs to identify opportunities within their customer portfolios.
- Train and coach POD teams on identifying customer needs aligned to Digital Benefit Solutions.
- Attend customer meetings to support solution positioning, technical planning, and commercial alignment.
- Contribute to POD-level account strategies that drive solution adoption and expansion.
- Act as the internal and external subject matter expert for Digital Benefit Solutions.
- Translate customer requirements into scalable, technically sound, and commercially viable solutions.
- Provide configuration guidance, feasibility insight, and best practice recommendations.
- Work with Product teams by feeding structured customer insights into roadmap discussions.
- Own the handover from sales to implementation, ensuring requirements are captured clearly and accurately.
- Partner with implementation teams to ensure solutions are delivered on time, to scope, and aligned to customer expectations.
- Support early adoption and ensure customers realise value in the initial phases of rollout.
- Deliver product updates, feature enablement, and ongoing education for customers and internal teams.
- Maintain accurate CRM documentation across all opportunities, activities, and customer interactions.
- Produce pipeline and performance reporting with clear insights and next steps.
- Identify process improvements across discovery, proposal creation, and implementation readiness.
- Contribute to sales playbooks, tools, templates, and best practices that enable repeatable growth.
Requirements
- Proven experience in solution consulting, presales, overlay sales, or product-focused commercial roles within SaaS, benefits, HR technology, or a related digital solutions environment.
- Proven record of leading customer conversations, negotiating commercial terms, and closing technology solutions.
- Strong understanding of configurable digital products and modular platform architecture.
- Demonstrated experience working closely with Customer Success teams or in post-sales environments.
- Strong ability to influence senior stakeholders and manage multiple projects simultaneously.
- Strong commercial acumen and negotiation capability.
- Proven ability to simplify complex digital solutions and communicate value clearly.
- Excellent presentation and stakeholder engagement skills.
- Highly organised, with strong pipeline and project management discipline.
- Relationship-driven approach with strong collaboration skills across Sales, CS, Product, and Implementation.
- Analytical thinker with proven ability to interpret customer needs and design value-led solutions.
- Growth mindset, adaptable, and committed to continuous learning.
Benefits
- A flexible holiday plan of up to 40 days per year
- £400 a year Wellbeing Allowance
- Private Medical Insurance
- Allowance for professional development books, E-books, and podcasts
- Contributory pension scheme
- Employee, friends and family discounts across 1200+ retail, hospitality and lifestyle brands
- Telephone interview with Talent Acquisition Partner
- First interview with Director of Client Success
- Take-home assessment
- Final interview with Director of Client Success & member of the Client Success team
- 50 benefits in our employee benefits package
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