Sr. Account Manager, AI Sales

Vertiv provides hardware, software, analytics, and services that support critical applications across data centers, communication networks, and commercial and industrial facilities. The Sr. Account Manager, AI Sales serves as a trusted advisor to OEM customers and partners, helping design and optimize AI-ready data center environments through thermal, power, rack, and infrastructure solutions. The role leads customer-facing technical sales engagements, partner enablement, solution positioning, and market intelligence activities.

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
• Thermal management, power systems, or IT rack solutions experience