IT Systems Technical Sales & Solutions Director, Global Strategic Accounts

Location: Westerville

POSITION SUMMARY

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.

RESPONSIBILITIES

Technical Sales Execution (35%)

* 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

Solutions Architecture & System-Level Design (35%)

* 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

Internal Technical Sales Team Leadership (15%)

* Serve as the technical sales strategy leader for the IT Systems Technical Sales team…