Sales Engineer Data Center Cooling

Pkaza•Charlotte, NC

9d•Remote

About The Position

Our client is a niche provider/OEM/Manufacturer of Industrial Air Cooled/Liquid Cooled equipment used in critical facilities industries. They provide technical consulting sales expertise as it relates to the company’s OEM data center cooling business. This company provides an OEM product offering of Cooling Equipment solutions to many of the world's largest organizations: Enterprise Clients, Colocation Providers, Hyperscale Companies, AI / HPC and Bitcoin Providers. Their product optimizes thermal-management strengths and ecosystem capabilities into standardized, customer-ready and commercially executable Data Center / AI infrastructure solutions. This career-growth minded opportunity offers exciting projects with leading-edge technology and innovation as well as competitive salaries and benefits. Our client is looking for a Sales Engineer to support technical sales for their data center air cooling / liquid cooling business. This nationwide role will partner with Outside Sales team with Pre-sales support responsible for preparing / delivering technical proposals, presentations, and briefings. The Sales Engineer will act as the technical partner by providing fast, accurate, technically credible, and commercially competitive solutions for manufacturers’ representatives, customers, consulting engineers and end users to properly select equipment and support throughout the entire sales lifecycle. A proven track record of consultative technical data center solutions sales skills are a must. The Sales Engineer will support hyperscale operators, colocation and wholesale providers, large enterprise data center owners, Rep Firms, and integrator partners / resellers. The Sales Engineer will assist with RFIs and value-engineering requests, and position Company's products solutions across air cooling, liquid cooling, chillers, CRAH / FanWall systems, CDUs, and integrated thermal-management applications. This opportunity provides a career-growth minded role with exciting projects with leading-edge technology and innovation as well as competitive salaries and benefits.

Requirements

Bachelor's degree in Mechanical Engineering, engineering, business or a related field, or equivalent combination of education and directly relevant technical sales experience
Minimum 5-7+ years of applications engineering or outside technical sales experience in air cooling / liquid cooling, Data Center Experience
Experience with technical sales of cooling equipment
Advanced knowledge of commercial cooling systems, chiller systems, and indoor CRAC / CRAH units
Experience with Air Cooling and Liquid Cooling Solutions
Working technical command of chiller and heat-rejection equipment sufficient to hold a credible conversation with a facilities engineer or engineer of record without applications support present
Demonstrated success opening new accounts with no prior relationship and carrying them through to first order
Demonstrated ability to navigate complex buying organizations, including vendor qualification, standards adoption and approved-manufacturer processes
Experience carrying and achieving an individual quota, with disciplined pipeline management and forecast accuracy
Contacts, relationships and partnerships with relevant HVAC engineering firms, general contractors / mechanical contractors, design-build, construction, commissioning and O&M firms in the data center industry
Existing relationships within the hyperscale, colocation or wholesale data center operator community
Experience technically supporting OEM partners, integrators or embedded equipment channels
Experience with liquid cooling, coolant distribution units, fan walls, rack-level thermal products or heat-reuse applications
Experience working alongside an independent manufacturers' representative channel without displacing it
Familiarity with data center design and construction processes, including the roles of consulting engineers, general contractors and commissioning agents
Experience introducing a new or unfamiliar manufacturer into an established customer standard
Active involvement in local/national data center trade conferences and belong to professional organizations such as 7x24 Exchange, Bisnow, DCD, AFCOM, Uptime Institute, iMasons and ASHRAE
Ability to travel domestically and internationally up to 50% of the time
Excellent written and verbal communication skills, able to translate complex technical concepts into business value for engineering, operations and executive audiences
Proficient with MS Office Suite (Word, Excel, PowerPoint, Teams) and CRM platforms such as Salesforce
Strong client-facing skills and ability to build long-term cooperative partner relationships internally and externally
Strong organizational skills and advanced computer skills, with emphasis on MS Office, CAD software and ERP systems

Responsibilities

Call on established clients and prospect for new accounts among high-potential mission-critical data center end users
Serve as the primary technical resource to the Sales team, manufacturers' representatives and customers, translating customer requirements into appropriate cooling solutions
Plan, organize and manage proposals, technical information, orders and customer communications for the cooling equipment business
Support product selection, system configuration, capacity calculations and technical proposals throughout the sales cycle
Review RFQ information and collaborate with customers, vendors and internal departments to prepare quotations, including specification compliance, pricing, bill of materials, cost-of-ownership documentation, drawings and scope of work and procedures
Participate in contract and price negotiations, managing terms and pricing with customers to achieve the sales plan
Develop strong relationships with customers, consulting engineers, contractors and other key stakeholders
Represent the company and deliver technical presentations, product demos, lunch and learns, site walk-throughs, trade shows, industry conferences
Provide technical support during customer evaluations, competitive situations and value-engineering exercises
Prepare and review equipment selections, performance data, schedules, drawings and submittal documentation; respond to RFIs and technical questions
Support specification development and help position products in basis-of-design documents
Coordinate with Applications Engineering to resolve complex or non-standard requirements
Track and communicate project status, technical requirements and customer information, working with internal departments to evaluate and mitigate order costs
Develop a strong understanding of competing cooling technologies and communicate clear technical differentiators
Provide market feedback to Sales, Product Management and Engineering on customer requirements, competitive trends and product gaps
Oversee factory witness tests, including agenda creation and lead role in customer communication
Work closely with Applications Engineering, Product Management, Engineering, Manufacturing, Supply Chain and Service to support customer opportunities through order and project execution