220274-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.
What you'll be doing
- Partner with Account Executives to identify, qualify, develop, and close AI Data Center opportunities.
- Build and maintain a strong pipeline across targeted AI infrastructure customers and programs.
- Engage customers to understand infrastructure requirements, deployment plans, capacity needs, timelines, and business priorities.
- Position technology, Professional Services, integration, deployment, and lifecycle solutions based on customer requirements.
- Coordinate internal technical, services, sourcing, operations, and delivery resources throughout the sales cycle.
- Develop pursuit strategies, value propositions, proposals, and commercial solutions for complex AI Data Center opportunities.
- Build relationships with strategic OEMs, technology providers, integration partners, and deployment partners.
- Maintain strong knowledge of AI infrastructure market trends, customer investment patterns, technology roadmaps, and competitive activity.
- Identify opportunities to expand individual projects into broader strategic customer relationships and multi-site programs.
- Support a successful transition from sales into implementation and delivery.
What you have
- 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.
- 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
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.
