Lead technical pre-sales and solution architecture for modular and prefabricated data center infrastructure. Develop regional growth strategies, conduct architecture reviews and design workshops, build business cases (ROI/TCO), engage executives, ensure compliance and sustainability (PUE/WUE/LEED), mentor teams, and drive pipeline and revenue for hyperscale, cloud, colocation, AI, and enterprise customers.
Key Responsibilities
Strategic Solution Selling & Business Development
- Develop and execute regional growth strategies targeting hyperscale, colocation, enterprise, cloud, and AI data center customers.
- Engage customers at both technical and executive levels to position infrastructure solutions as strategic business enablers.
- Identify customer challenges and align Vertiv solutions to deliver measurable business outcomes including efficiency, scalability, resiliency, sustainability, and reduced total cost of ownership.
- Build long-term relationships with customers, consultants, contractors, strategic partners, and industry stakeholders.
- Identify and develop new business opportunities through market intelligence, ecosystem engagement, and account development activities.
- Support revenue growth and pipeline development through proactive customer engagement and solution positioning.
- Carry out business case discussion, technology comparison, program efficiency, specific TCO analysis across deployment, design and operational aspect across the entire modular data center domain.
Customer Engagement & Technical Consultation
- Serve as the primary technical authority during customer meetings, technical workshops, and executive presentations.
- Drive opportunity shaping to maximize impact towards solution selling
- Lead solution discovery sessions to understand customer operational, technical, financial, and regulatory requirements.
- Conduct architecture reviews, design workshops, capacity planning discussions, and technical assessments.
- Act as a trusted advisor throughout the sales lifecycle, influencing stakeholder decisions and building customer confidence.
- Present complex technical concepts in clear business-oriented language appropriate for executive audiences.
Solution Architecture & Engineering Leadership
- Convert customer business requirements into high level integrated technical solution concepts or ideas
- Develop conceptual and preliminary infrastructure architectures for prefabricated modular data centers and critical facilities.
- Ensure proposed solutions meet performance, reliability, availability, sustainability, and scalability requirements.
- Apply Vertiv reference designs and best practices to optimize delivery efficiency and risk mitigation.
Business Case Development & Executive Presentations
- Develop compelling business cases demonstrating:
- Return on Investment (ROI)
- Total Cost of Ownership (TCO)
- Operational Efficiency Improvements
- Sustainability Benefits
- Capacity Expansion Strategies
- Present value propositions to executive stakeholders and customer decision-makers.
- Quantify financial and operational advantages of proposed solutions compared to conventional construction approaches.
Standards, Compliance & Sustainability
- Support sustainability initiatives including:
- Power Usage Effectiveness (PUE) optimization
- Water Usage Effectiveness (WUE) improvement
- Energy efficiency programs
- Power Compute Effectiveness (PCE)
- Green building certification programs such as LEED
Cross-Functional Leadership
- Interface between customers, regional sales organizations, product management, engineering teams, manufacturing facilities, and project execution teams.
- Facilitate collaboration across global and regional teams.
- Support strategic product development initiatives by sharing customer insights and market intelligence.
- Mentor junior engineers, architects, and technical sales personnel.
- Establish technical best practices and reusable reference architectures.
Education & Certifications
- Bachelor's Degree in Electrical Engineering, Mechanical Engineering, Data Center Engineering, or related discipline.
- Professional Engineering certification.
- Data Center-related certifications.
- Uptime Institute Accreditation.
- LEED Accreditation.
Experience Requirements
- 10+ years of experience in data center infrastructure, critical facilities, or related industries.
- Minimum 5 years in solution architecture, engineering design, technical consulting, or pre-sales roles.
- Proven experience in modular or prefabricated data center solutions.
- Strong understanding of integrated electrical and mechanical systems.
- Demonstrated success in technical selling and opportunity development.
Preferred
- Experience supporting hyperscale, cloud, colocation, AI, and enterprise customers.
- Experience managing complex regional opportunities and strategic accounts.
- Knowledge of manufacturing, modular construction, and factory-built infrastructure solutions.
Technical Competencies
- Data Center Infrastructure Design
- Data Center Infrastructure technology, deployment,
- Critical Power Systems
- Thermal Management & Liquid Cooling
- Modular Data Centers
- Infrastructure Architecture
- Solution Selling
- Financial Analysis (ROI/TCO)
- Technical Documentation and Specifications
Leadership & Behavioral Competencies
- Strategic Thinking
- Customer Centricity
- Executive Presence
- Consultative Selling
- Cross-Functional Collaboration
- Business Acumen
- Innovation Mindset
- Problem Solving
- Communication and Presentation Skills
- Teamwork and Relationship Management
Success Measures
- Pipeline Growth
- Revenue Achievement
- Strategic Account Penetration
- Adoption of Standardized Solution Architectures
- Growth of AI, Hyperscale, and Modular Solution Opportunities
About the Team
Equal Opportunity Employer
We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.
Vertiv Sydney, New South Wales, AUS Office
Sydney, Australia
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