Client Business Director

The AI infrastructure market is moving fast and the rules are still being written. ECS sits at a unique intersection: the technical depth of a 32-year compute integrator, the agility of a builder, and a mandate to grow. The Client Business Director role exists to find, open, and win new customers in this emerging landscape - targeting a new breed of decision-maker who is not the traditional IT buyer.

This is a hunter role. You will not inherit a territory or a warm book of business. You will build one. If you thrive in ambiguity, get energized by a blank whiteboard, and know how to earn trust with engineers, founders, and AI infrastructure leaders - this is your seat.

The following is not a comprehensive list of all job duties and expectations. Other tasks may be assigned based on business needs.

• Drive outbound prospecting across target verticals - AI/ML companies, cloud operators, hyperscalers, and AI-native enterprises.
• Execute disciplined new business development through cold outreach, warm introductions, networking, industry events, and social selling.
• Identify and engage non-traditional decision-makers: AI researchers, infrastructure engineers, ML platform leads, and founders - people who evaluate vendors based on technical credibility, not slide decks.
• Build and manage a qualified pipeline that reflects real opportunity, not wishful thinking.

• Earn the right to be in the room by speaking the language of compute infrastructure, AI workload requirements, and custom hardware configuration.
• Develop deep knowledge of ECS’s technical capabilities - from server and storage configuration to networking and software integration - to serve as a credible resource, not just a sales contact.
• Translate complex customer requirements into customized ECS solutions in partnership with Solution Architecture and Sales Engineering.
• Build long-term relationships grounded in honesty, follow-through, and domain fluency.

• Work with technical teams to design infrastructure solutions tailored to AI and compute-intensive workloads.
• Challenge customers’ assumptions and help them think through build decisions they haven’t fully mapped out yet.
• Create and deliver compelling, technically grounded proposals that reflect the customer’s actual environment and roadmap.
• Maintain pricing integrity and quote accuracy in partnership with sales management.

• Develop and manage your own territory and account plan with minimal hand-holding.
• Meet or exceed new business revenue targets and pipeline metrics.
• Manage accurate CRM hygiene - pipeline, activity, and forecast data that the business can rely on.
• Stay ahead of industry trends, AI infrastructure developments, and competitive dynamics; bring that intelligence back to the team.
• Represent ECS at industry events, conferences, and customer sites with the energy and credibility of someone who knows the space.

• Partner with Program Management, Product Management, Solution Architecture, and Sales Engineering to deliver for customers.
• Work cross-functionally to resolve production, shipping, technical support, and credit issues professionally and quickly.
• Demonstrate ECS core values in every interaction:
  Accountability, Customer Success, Innovation, Collaboration, Owners Mindset, and Do the Right Thing.

• Bachelor’s degree or equivalent; 5-7+ years of B2B sales experience with a strong emphasis on new business development.
• Demonstrable track record of building pipeline and closing complex, consultative deals from scratch - not just…