220260-en_US
About the role
The Solution Specialist – AI Data Center is a customer-facing sales role focused on developing and growing opportunities across the rapidly expanding AI infrastructure market. The Solution Specialist works alongside Account Executives, technical teams, Professional Services, delivery organizations, OEMs, and strategic partners to identify customer requirements, shape solutions, develop pipeline, and drive opportunities through close. The ideal candidate combines strong AI Data Center industry knowledge with solution sales and commercial experience and understands the technologies, services, and operational requirements needed to deploy AI infrastructure at scale.
Annual compensation: $140,000 - $200,000
What you'll be doing
- Partner directly with the Services Specialist to develop Professional Services opportunities across strategic AI Data Center customers and programs.
- Lead services discovery sessions to understand customer scope, deployment model, schedule, volumes, site conditions, technical dependencies, and desired outcomes.
- Translate customer requirements into an end-to-end services architecture, delivery methodology, resource model, assumptions, dependencies, and acceptance criteria.
- Design services solutions spanning integration center activities, onsite deployment, rack integration, fiber/structured cabling, compute/network/storage implementation, testing, validation, and operational handoff.
- Develop detailed scopes of work, work breakdown structures, labor models, resource plans, skill requirements, schedules, deliverables, and responsibility matrices.
- Support estimating and pricing by defining labor assumptions, productivity rates, staffing profiles, travel requirements, equipment/tooling, partner content, and delivery risk.
- Develop scalable delivery models for large multi-site and high-volume AI Data Center programs, including repeatable deployment waves and standardized methods of procedure.
- Coordinate with Solution Architects across Fiber, Rack Integration, Compute, Network, and Storage to ensure the technical architecture and services scope are fully aligned.
- Engage Professional Services delivery, RDD, project management, operations, integration centers, supply chain, and partners to validate solution feasibility and capacity.
- Identify delivery risks, customer dependencies, scope gaps, assumptions, and commercial exposure before contract signature.
- Support RFQs/RFPs, proposals, customer workshops, technical presentations, SOW reviews, and services solution defense.
- Own the technical services handoff from presales into delivery and help ensure sold scope, assumptions, financial model, and customer commitments are understood by the execution team.
- Develop reusable services offerings, reference scopes, estimating models, delivery playbooks, and standardized methodologies for the AI Data Center Business.
- AI Data Center deployment and integration services
- Offsite rack integration, staging, configuration, and pre-build
- Onsite rack installation and infrastructure deployment
- Fiber, structured cabling, patching, testing, and remediation
- GPU / compute, network, and storage implementation services
- Cluster bring-up, configuration, acceptance testing, and validation
- High-density and liquid-cooled infrastructure deployment
- Project and program management / PMO
- Site readiness, deployment planning, and mobilization
- Logistics, material coordination, and deployment sequencing
- QA/QC, documentation, as-builts, and customer acceptance
- Day 2, lifecycle, optimization, and recurring services
What you'll be doing
- 5+ years of experience in technology sales, solution sales, data center infrastructure, or a related customer-facing role.
- Strong background and demonstrated expertise in one or more AI Data Center areas, including GPU and accelerated compute infrastructure; high-performance networking, Ethernet, and InfiniBand fabrics; AI storage and data platforms; large-scale data center infrastructure and deployment; rack integration, pre-build, staging, and configuration; fiber infrastructure and structured cabling; power infrastructure and high-density environments; air and liquid cooling technologies; Professional Services and large-scale deployment services; and technology sourcing, supply chain, and logistics.
- Experience working with AI CSPs, hyperscalers, NCPs, large data center operators, OEMs, or other high-growth AI infrastructure customers is strongly preferred.
- Demonstrated experience developing and progressing complex technology opportunities through the sales cycle.
- Understanding of the AI Data Center ecosystem, including compute, networking, storage, power, cooling, integration, deployment, and ongoing operational requirements.
- Experience working with major infrastructure OEMs and technology partners.
- Strong customer-facing communication, discovery, presentation, and relationship-building skills.
- Commercial understanding of pipeline, forecasting, revenue, margin, and complex deal development.
- Ability to work effectively across Account Executives, Solution Architects, engineering, Professional Services, sourcing, operations, and delivery organizations.
- Ability to operate effectively in a fast-paced environment supporting large, complex, and rapidly evolving customer programs.
- AI infrastructure and GPU clusters
- Hyperscale or cloud data centers
- Neocloud / NCP infrastructure
- High-performance computing environments
- Large-scale network deployments
- High-density rack deployments
- Data center integration and commissioning
- Fiber and structured cabling programs
- Liquid-cooled infrastructure
- Data center Professional Services
- Large-scale technology sourcing and supply chain programs
- AI Infrastructure Knowledge – Understands the technologies and services required to build and operate modern AI Data Center environments.
- Solution Sales – Can translate technical and operational customer requirements into actionable sales opportunities.
- Business Development – Proactively identifies whitespace, creates demand, and builds pipeline rather than relying solely on inbound opportunities.
- Customer Engagement – Establishes credibility with technical, operational, procurement, and executive stakeholders.
- Commercial Acumen – Understands the commercial dynamics of large infrastructure programs, including revenue, margin, risk, and deal structure.
- Cross-Functional Leadership – Brings together the right technical, services, sourcing, partner, and delivery resources around complex customer opportunities.
- Execution Focus – Maintains ownership and momentum from initial customer engagement through solution development, proposal, close, and transition to delivery.
- AI Data Center pipeline creation and growth
- Revenue and contribution performance
- New customer and opportunity development
- Opportunity progression and win rate
- Forecast accuracy
- Expansion within strategic accounts
- Growth of Professional Services and deployment opportunities
- Development of strategic OEM and partner relationships
- Successful transition of sold opportunities into delivery
The ideal candidate is a commercially driven AI Data Center specialist who understands the technology and services ecosystem required to deploy AI infrastructure at scale. They should be equally comfortable discussing GPU infrastructure, networking, integration, fiber, power and cooling, and deployment requirements with technical stakeholders as they are discussing business outcomes, commercial strategy, and investment priorities with customer leadership.
This individual should be a builder and opportunity creator—someone who can enter a rapidly evolving customer environment, identify where we can add value, bring the right capabilities together, and turn complex AI infrastructure requirements into scalable customer opportunities.
