Sr. Account Manager, AI Sales

Vertiv provides hardware, software, analytics, and services for data center, communication network, and industrial infrastructure applications. The Sr. Account Manager, AI Sales serves as a trusted advisor to customers and partners deploying AI in data centers and edge sites, leading technical sales conversations and solution design. The role focuses on AI-ready thermal, power, rack, and IT infrastructure, partner enablement, and competitive market positioning.

Responsibilities:

• Acts as the single point of contact/subject matter expert (SME) for customers evaluating data center infrastructure for AI workloads
• Engages with IT and facilities leaders, as well as operations teams, to align AI infrastructure with business objectives
• Understands customer pain points and translates them into tailored thermal, power, and infrastructure solutions for high-density AI deployments
• Maintains strong and consistent engagement with internal application engineers, lines of business and sales leadership
• Drives strategic conversations across various market segments (Server OEMs, Strategic Alliance Partners, CSP, NeoCloud and Enterprise data centers)
• Leads on-site and virtual technical discussions, guiding customers through the AI infrastructure buying journey
• Acts as key contributor and part of the OEM sales team aiding in all aspects of the technical sales conversations
• Advises customers on best practices for AI-ready data center infrastructure, including:
• Liquid cooling & thermal management for high-power AI servers
• High-density power distribution and redundancy strategies
• Racks, PDUs, and airflow optimization for AI server clusters
• Edge AI infrastructure deployment for real-time data processing
• Positions company solutions against competitors, identifying unique differentiators to drive customer adoption
• Participates in training partner Solutions Architects on how to position, sell, and implement AI-focused data center infrastructure
• Helps develop and deliver “Train the Trainer” programs to scale knowledge across the Server OEM business partners
• Works closely with Server OEMs, strategic alliances, channel partners and integrators to ensure they effectively position AI-ready infrastructure
• Provides Voice of the Customer (VOC) insights to internal teams, influencing product development and roadmap strategy
• Identifies market gaps and emerging AI infrastructure trends, ensuring our solutions stay ahead of customer needs
• Conducts competitive analysis to strengthen our positioning in thermal, power, and IT infrastructure for AI deployments
• Collaborates with BU/PLs and CTO organizations to enhance solutions based on real-world customer feedback

Requirements:

• Bachelor's degree with emphasis in Engineering or related technical field (or equivalent combination of education and experience)
• 10+ years of experience in the data center industry
• Experience working with or for a hardware/infrastructure manufacturer, server OEM
• Strong sales acumen, with experience in customer-facing roles and solution selling
• Must be resourceful, self-motivated, customer focused, and work well in a team environment
• Strong problem-solving skills
• Ability to drive strategic conversations with CIOs, CTOs, and data center operations teams
• Experience working with channel partners, resellers, and integrators
• Familiarity with AI workloads, high-performance computing (HPC), and edge AI deployments
• Frequent travel
• 50%
• Thermal management, power systems, or IT rack solutions experience