IT Systems Technical Sales & Solutions Director, Global Strategic Accounts

Vertiv Group • Westerville, OH

5d • Remote

About The Position

The IT Systems Technical Sales & Solutions Director is a senior role that leads with deep technical expertise and consultative sales capability to drive Vertiv's whitespace solutions into the world's largest and most demanding data center customers. This role is first and foremost a technical seller and solutions designer — someone who wins through engineering credibility, system-level thinking, and the ability to translate complex customer requirements into optimized Vertiv rack-level infrastructure configurations for both AI training and inferencing deployments. Beyond direct customer engagement, this individual serves as a force multiplier — using technical, sales, and market expertise to lead and mentor other internal technical sales team members in account penetration strategy. This leader establishes system-level frameworks that elevate the entire team's ability to engage customers with a cohesive, architecture-driven approach rather than product-by-product selling. Account relationship management is a key supporting dimension of this role. The primary focus is on technical credibility, solution innovation, and strategic sales leadership that opens doors and wins design decisions. Target customer segments include: Hyperscale Cloud Service Providers: The largest global public cloud operators building and operating data centers at massive scale; AI Infrastructure Leaders: Companies at the forefront of artificial intelligence development — both established hyperscalers expanding AI capacity and emerging pure-play AI companies building purpose-built training and inferencing infrastructure; and Global Colocation & Data Center Operators: The largest multi-tenant data center companies delivering wholesale and hyperscale colocation capacity worldwide.

Requirements

• Bachelor's degree in Electrical Engineering, Mechanical Engineering, Computer Science, or related technical discipline.
• 10+ years of experience in data center infrastructure, with at least 5 years in technical sales or solutions engineering roles.
• Deep technical knowledge of IT rack infrastructure, rack-level power distribution, rack-level cooling (air and liquid), and data center monitoring/management systems.
• Demonstrated ability to design integrated whitespace solutions and articulate system-level value propositions for both AI training and inferencing applications.
• Proven track record of winning complex technical sales opportunities with hyperscale, AI, or colocation customers.
• Experience engaging directly with customer engineering teams at the working level — design engineers, architects, and engineering managers.
• Strong understanding of data center whitespace design principles, power/cooling architectures, and high-density IT hardware deployment practices.
• Ability to lead and influence cross-functional teams and mentor technical sales professionals.
• Experience developing system-level account penetration strategies that lead with architecture rather than individual products.
• Excellent technical presentation, proposal writing, and communication skills.

Nice To Haves

• Prior experience working directly with hyperscale cloud providers, emerging AI companies, or major colocation operators.
• Knowledge of liquid cooling technologies (direct-to-chip, rear-door heat exchangers, immersion) for AI/HPC workloads at 70kW–500kW+ per rack
• Understanding of distinct infrastructure requirements for AI training (sustained high-density, large GPU fabrics) vs. inferencing (variable density, distributed, latency-sensitive)
• Familiarity with DCIM platforms, environmental monitoring systems, and intelligent PDU management
• Understanding of AI/ML infrastructure requirements (GPU clusters, high-bandwidth networking, power density trends)
• Experience developing system-level selling frameworks or reference architectures for complex infrastructure solutions
• Experience with consultative/solution selling methodologies (e.g., Miller Heiman, MEDDIC, Challenger)

Responsibilities

• Lead complex, multi-million-dollar whitespace infrastructure sales opportunities from technical discovery through design win and commercial close.
• Conduct in-depth technical discovery sessions with customer engineering teams (design engineers, infrastructure architects, deployment managers, lab engineers) to understand requirements, constraints, and evaluation criteria.
• Develop and deliver compelling technical proposals, system-level solution presentations, and live demonstrations to customer engineering and procurement teams.
• Perform solution sizing, thermal analysis, power architecture recommendations, and total cost of ownership (TCO) modeling for rack-level infrastructure — with distinct approaches for AI training vs. inferencing deployments.
• Lead RFP/RFQ responses with technically accurate and commercially competitive solutions.
• Negotiate technical specifications, pricing structures, and framework agreements.
• Identify cross-sell and up-sell opportunities across Vertiv's broader portfolio within assigned accounts.
• Convert technical design wins into purchase orders by bridging engineering approval to procurement execution
• Serve as the lead solutions architect for whitespace deployments, designing integrated rack-level systems (rack + power + cooling + monitoring) as a unified solution rather than discrete products
• Develop system-level reference architectures that demonstrate how Vertiv's whitespace portfolio works together to solve customer challenges at scale — with distinct architectures for AI training clusters and inferencing fleets
• Translate customer-specific IT deployment requirements (GPU-dense AI training, distributed inferencing, high-bandwidth networking, mixed workload environments) into optimized rack-level infrastructure configurations
• Lead technical solution design for high-density computing environments (30kW–150kW+ per rack), including liquid cooling integration, high-amperage power distribution, and intelligent monitoring
• Design system-level solutions that address the distinct thermal, power, and monitoring profiles of training workloads (sustained, maximum density) vs. inferencing workloads (variable, distributed, latency-sensitive)
• Conduct site surveys, design reviews, and installation readiness assessments
• Develop and validate rack-level thermal and power solutions for next-generation AI platforms (e.g., OEM AI clusters, custom AI accelerator systems, purpose-built inferencing hardware)
• Support Digital Twin initiatives and configuration management system design for whitespace solutions
• In cooperation with Product Management and Marketing, create technical content — white papers, application guides, competitive comparison matrices, and training materials — that arm the broader sales team
• Collaborate with Vertiv engineering, product management, and R&D to influence product roadmaps based on customer technical requirements and emerging AI training/inferencing workload demands
• Serve as the technical sales strategy leader for the IT Systems Technical Sales team focused on Global Strategic Accounts, establishing a system-level selling methodology that positions Vertiv's rack-level portfolio as an integrated platform for AI training and inferencing applications
• Coach, mentor, and lead other technical sales engineers and account representatives in account penetration strategy — how to engage, where to enter, and how to elevate conversations from component specifications to system-level architecture decisions
• Develop and maintain the team's system-level account penetration playbook: mapping customer organizational structures, identifying key technical decision-makers, establishing Vertiv's engineering credibility, and building multi-threaded engagement at the working engineer and manager levels
• Lead internal strategy sessions that define how the team approaches each account with a unified architecture story — not as individual product sellers
• Share market intelligence, competitive insights, and customer trend analysis to elevate the team's collective expertise
• Establish best practices for technical presentations, solution demonstrations, and proof-of-concept engagements
• Support onboarding and development of new technical sales team members
• Maintain strong working relationships with customer engineering managers, senior technical contributors, and procurement leads within assigned accounts
• Contribute to multi-year account strategy and planning in collaboration with Global Account Directors
• Support pipeline management, forecasting, and quarterly business reviews for IT systems & solutions
• Engage customers in technology roadmap sessions and engineering design reviews as the whitespace subject matter expert
• Ensure alignment with Vertiv's regional sales teams and lines of business on account strategy and opportunity execution
• Provide voice-of-customer input to product management for next-generation whitespace solutions
• Coordinate with regional sales, engineering, and operations teams across Americas, EMEA, and APAC to ensure consistent global execution

Benefits

• stability of a global leader in a growing industry
• opportunity of a startup
• The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.
• OUR CORE PRINCIPALS: Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.
• OUR STRATEGIC PRIORITIES Customer Focus Operational Excellence High-Performance Culture Innovation Financial Strength
• OUR BEHAVIORS Own It Act With Urgency Foster a Customer-First Mindset Think Big and Execute Lead by Example Drive Continuous Improvement Learn and Seek Out Development
• Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior