Key Responsibilities
Strategic Solution Selling & Business Development
- Develop and execute regional growth strategies targeting hyperscale, colocation, enterprise, cloud, and AI data center customers.
- Engage customers at both technical and executive levels to position infrastructure solutions as strategic business enablers.
- Identify customer challenges and align Vertiv solutions to deliver measurable business outcomes including efficiency, scalability, resiliency, sustainability, and reduced total cost of ownership.
- Build long-term relationships with customers, consultants, contractors, strategic partners, and industry stakeholders.
- Identify and develop new business opportunities through market intelligence, ecosystem engagement, and account development activities.
- Support revenue growth and pipeline development through proactive customer engagement and solution positioning.
- Carry out business case discussion, technology comparison, program efficiency, specific TCO analysis across deployment, design and operational aspect across the entire modular data center domain.
Customer Engagement & Technical Consultation
- Serve as the primary technical authority during customer meetings, technical workshops, and executive presentations.
- Drive opportunity shaping to maximize impact towards solution selling
- Lead solution discovery sessions to understand customer operational, technical, financial, and regulatory requirements.
- Conduct architecture reviews, design workshops, capacity planning discussions, and technical assessments.
- Act as a trusted advisor throughout the sales lifecycle, influencing stakeholder decisions and building customer confidence.
- Present complex technical concepts in clear business-oriented language appropriate for executive audiences.
Solution Architecture & Engineering Leadership
- Convert customer business requirements into high level integrated technical solution concepts or ideas
- Develop conceptual and preliminary infrastructure architectures for prefabricated modular data centers and critical facilities.
- Ensure proposed solutions meet performance, reliability, availability, sustainability, and scalability requirements.
- Apply Vertiv reference designs and best practices to optimize delivery efficiency and risk mitigation.
Business Case Development & Executive Presentations
- Develop compelling business cases demonstrating:
- Return on Investment (ROI)
- Total Cost of Ownership (TCO)
- Operational Efficiency Improvements
- Sustainability Benefits
- Capacity Expansion Strategies
- Present value propositions to executive stakeholders and customer decision-makers.
- Quantify financial and operational advantages of proposed solutions compared to conventional construction approaches.
Standards, Compliance & Sustainability
- Support sustainability initiatives including:
- Power Usage Effectiveness (PUE) optimization
- Water Usage Effectiveness (WUE) improvement
- Energy efficiency programs
- Power Compute Effectiveness (PCE)
- Green building certification programs such as LEED
Cross-Functional Leadership
- Interface between customers, regional sales organizations, product management, engineering teams, manufacturing facilities, and project execution teams.
- Facilitate collaboration across global and regional teams.
- Support strategic product development initiatives by sharing customer insights and market intelligence.
- Mentor junior engineers, architects, and technical sales personnel.
Establish technical best practices and reusable reference architectures.
-
Education & Certifications
- Bachelor's Degree in Electrical Engineering, Mechanical Engineering, Data Center Engineering, or related discipline.
- Professional Engineering certification.
- Data Center-related certifications.
- Uptime Institute Accreditation.
LEED Accreditation.
-
Experience Requirements
- 10+ years of experience in data center infrastructure, critical facilities, or related industries.
- Minimum 5 years in solution architecture, engineering design, technical consulting, or pre-sales roles.
- Proven experience in modular or prefabricated data center solutions.
- Strong understanding of integrated electrical and mechanical systems.
- Demonstrated success in technical selling and opportunity development.
Preferred
- Experience supporting hyperscale, cloud, colocation, AI, and enterprise customers.
- Experience managing complex regional opportunities and strategic accounts.
- Knowledge of manufacturing, modular construction, and factory-built infrastructure solutions.
Technical Competencies
- Data Center Infrastructure Design
- Data Center Infrastructure technology, deployment,
- Critical Power Systems
- Thermal Management & Liquid Cooling
- Modular Data Centers
- Infrastructure Architecture
- Solution Selling
- Financial Analysis (ROI/TCO)
Technical Documentation and Specifications
-
Leadership & Behavioral Competencies
- Strategic Thinking
- Customer Centricity
- Executive Presence
- Consultative Selling
- Cross-Functional Collaboration
- Business Acumen
- Innovation Mindset
- Problem Solving
- Communication and Presentation Skills
Teamwork and Relationship Management
-
Success Measures
- Pipeline Growth
- Revenue Achievement
- Strategic Account Penetration
- Adoption of Standardized Solution Architectures
- Growth of AI, Hyperscale, and Modular Solution Opportunities
