Job DescriptionThe OpportunityAs an Outside Sales Engineer focused on Data Center Solutions, you will own revenue growth and gross profit across one of the fastest-growing verticals in the industry. You will sell the full breadth of the Ambient portfolio - both thermal (precision cooling, chillers, CRAH/CRAC, liquid cooling, air-side, controls) and power-side infrastructure (UPS, switchgear, PDUs, generators, and ancillary mission-critical electrical equipment, depending on needs of the client) - to hyperscalers, colocation providers, enterprise end users, consulting engineers, developers, and general contractors.
This is a senior sales executive role. You will be expected to influence specifications and purchasing decisions years in advance of construction, navigate complex procurement structures, and act as the technical authority connecting customer requirements to integrated thermal and power solutions. You will be supported by Ambient's national bench of application engineers, product specialists, technical services, and aftermarket teams.
Key Responsibilities- Drive Revenue Growth. Own client relationships across the data center vertical, selling Ambient's full thermal and power portfolio. Build and maintain a healthy multi-year pipeline of hyperscale, colocation, and enterprise opportunities.
- Account Strategy & Business Development. Identify, qualify, and develop new accounts and grow share-of-wallet within existing strategic customers. Map decision-makers, influencers, and procurement structures across owners, operators, A&E firms, EPCs, GCs, and trade contractors.
- Technical Leadership. Serve as the trusted advisor on integrated thermal and power solutions - including precision air, chilled water, water-cooled and air-cooled chillers, economization, liquid and direct-to-chip cooling, rear-door heat exchangers, controls/BMS, and the power-side line card (UPS, switchgear, PDUs, battery systems). Translate customer load profiles, redundancy requirements (N, N+1, 2N), and PUE/efficiency targets into specified solutions.
- Specification Influence. Partner with consulting engineers and owners early in schematic and design development to drive Ambient products into the basis of design. Provide budget pricing, equipment selections, performance data, CFD analysis and CAD/Revit support as required.
- Sales Process Ownership. Lead opportunities from early concept through buy-out, submittals, and execution. Negotiate commercial terms, manage long sales cycles, and coordinate factory and channel resources.
- Cross-Portfolio Selling. Leverage the full Ambient collective - across applied sales, airside sales, technical field services, and parts/aftermarket - to deliver bundled, single-source-of-responsibility solutions.
- Project & Customer Lifecycle Support. Partner with internal application engineering, project management, start-up, commissioning, and service teams to ensure flawless execution and long-term customer retention.
- Market Intelligence. Stay ahead of trends in AI compute density, liquid cooling adoption, refrigerant transitions, on-site power generation, grid constraints, and regulatory drivers. Bring competitive intelligence back to manufacturer partners and internal stakeholders.
- Forecasting & CRM Hygiene. Maintain accurate pipeline, forecast, and account data in CRM. Deliver consistent reporting to sales leadership.
What You BringEducation (Required)- Bachelor's degree in Engineering (Mechanical, Electrical, or related discipline) is required
Experience (Required)- 7-10 years of experience selling capital equipment into commercial, industrial, or mission-critical markets - with a documented track record of carrying and exceeding quota.
- Minimum 5 years in the data center vertical selling to hyperscale, colocation, and/or enterprise end users, with established relationships across owners, operators, consulting engineers, and general contractors.
- Demonstrated success in long, complex, multi-stakeholder sales cycles - from spec influence through buy-out and execution.
- Manufacturer rep, OEM, or distributor experience strongly preferred.
Technical Skills- Deep working knowledge of data center thermal systems: precision cooling (CRAH/CRAC), chilled water plants, air-cooled and water-cooled chillers, economization, liquid cooling, direct-to-chip, rear-door heat exchangers, and controls/BMS integration.
- Working familiarity with mission-critical power infrastructure: UPS topologies, energy storage, switchgear, PDUs, generators, busway, and how thermal load and electrical load decisions interact at the facility level.
- Comfortable reading and influencing mechanical and electrical specifications, single-line diagrams, and equipment schedules.
- Strong understanding of redundancy concepts (N, N+1, 2N, 2N+1), PUE, and uptime/availability frameworks.
- Proficiency with Microsoft Office, CRM (Salesforce or equivalent), and selection/quoting tools.
Professional Skills- Executive presence and the ability to translate complex technical concepts for both engineers and business stakeholders.
- Self-directed, accountable, and able to operate autonomously across a national territory while maintaining collaborative solution efforts and strong partner relationships.
- Strong negotiation, forecasting, and pipeline-management discipline.
- Willingness and ability to travel (typically 30-50%) to customer offices, project sites, factories, and industry events.
Compensation & Benefits- Uncapped commission plan - your earning potential is directly tied to the deals you close. Top performers have significant upside.
- Comprehensive benefits including medical, dental, vision, 401(k) with employer match, paid time off, and company-supported professional development.
- Vehicle, travel, and technology allowances appropriate for an outside sales role.
- Access to Ambient's national bench of application engineers, technical services, and aftermarket teams to support your customers.
