Jabil is at the forefront of the Hyperscale and AI infrastructure market, an industry experiencing rapid growth and transformation. With over 100 manufacturing sites globally and deep design and engineering capabilities, Jabil is uniquely positioned to support and accelerate this expansion. We're seeking a Senior Director of Sales — an individual contributor with 10-15 years of experience in the technology industry, focused specifically on hyperscale and AI infrastructure customers. This is a consultative, relationship-driven sales role: the purchase decision is complex, and long-cycle, value and solution fit are paramount, and success depends on building trust at the executive and leadership level within key hyperscale/AI accounts. This role carries no direct reports; success is measured on personal revenue generation and account development.

Account Strategy & Execution

• Own and execute the sales strategy for an assigned portfolio of hyperscale/AI accounts, aligned to Jabil's broader corporate sales direction.
• Build trust and deep relationships with customers and prospects at the executive/leadership level.
• Run the full Jabil selling process: prospecting, pre-approach planning, approach, needs assessment, presentation, objection handling, gaining commitment, and follow-up.
• Qualify new prospective hyperscale/AI customers in partnership with Sr. Management, Sector VPs, and Business Development.
• Own customer satisfaction and the health of client relationships within your book of business.
• Understand Work Cell and business unit strategies as they relate to sales execution.
• Partner closely with Business Development, Operations, and Legal on quote and contract development.
• Use Salesforce to manage pipeline and target new hyperscale/AI accounts.
• Provide regular updates to the VP of Sales and marketing team on strategy execution.

Forecast Development and Accuracy

• Prepare timely, accurate sales forecasts for your account portfolio.
• Provide expense budgets as required.
• Compare forecasts to historical actuals for trend analysis.

Technical & Commercial Responsibilities

• Create customer/product penetration strategies for new hyperscale/AI accounts.
• Interpret and communicate customer requirements to enable development of services and operational capabilities that support new business.
• Lead RFQ analysis and formal customer presentations; ensure profitability and RONA targets are met in every quote.
• Promote Jabil's capabilities, global footprint, and services to new hyperscale/AI customers.
• Lead commercial negotiations with new customers.
• May perform other duties as assigned.

Key Responsibilities

• Market Development: Identify and pursue new business opportunities within the hyperscale/AI sector, leveraging Jabil's manufacturing and engineering services.
• Customer Relationship Management: Build and maintain relationships with key stakeholders, customers, partners, and internal teams to ensure alignment with customer needs.
• Sales Strategy Execution: Develop and execute sales strategies that drive revenue growth through tailored solutions addressing hyperscale-pace challenges.
• Technical Expertise: Collaborate with Jabil's design and engineering teams to bring customers innovative, customized solutions aligned with market and technology trends.
• Global Coordination: Work with Jabil's global manufacturing network to ensure seamless execution of customer projects from design through delivery.
• Performance Metrics: Track and report on personal sales performance, providing updates to senior management with data-driven recommendations.
• Industry Insight: Stay current on hyperscale /AI industry trends, competitive landscape, and emerging technologies, and apply that knowledge to sales strategy.

• 10-15 years of sales experience in the Technology industry, with a strong, direct focus on hyperscale and/or AI infrastructure customers.
• Proven track record of meeting or exceeding sales targets and driving revenue growth in a highly competitive, long-cycle sales environment.
• Understanding of manufacturing, design, and engineering principles as they relate to hyperscale/AI infrastructure.
• Excellent verbal and written communication skills; able to articulate complex technical concepts to senior leadership, boards, and technical audiences alike.
• Strong cross-functional collaboration skills across regions and internal teams (Operations, Engineering, Legal, Business Development).
• Strong customer focus and commitment to understanding and meeting customer needs.
• Comfortable operating independently in a fast-paced, rapidly evolving market.
• Willingness to travel globally 30-50% of the time.

• Ability to read, analyze, interpret, and communicate technical/scientific journals, financial reports, and legal documents.
• Ability to respond to customer and regulatory inquiries and present to top management, boards, and public groups.
• Strong financial and analytical ability, including calculating discounts, margins, percentages, and profitability/RONA metrics.
• Ability to solve practical problems with limited standardization and interpret instructions in written, oral, diagram, or schedule form.
• Advanced PC skills, including Microsoft Office (Excel, Word, PowerPoint) and Jabil software packages.
• Strong, persuasive communication and negotiation skills.

Bachelor's degree in business or related field; 10-15 years of sales experience in the Technology industry required, with direct hyperscale and/or AI customer sales experience strongly preferred. An equivalent combination of education, experience, and training will be considered.