Job DescriptionBrief Job Description: -The Sr. Federal Account Manager, AI & Critical Infrastructure Sales serves as a key resource and trusted advisor to Federal customers and partners throughout INDOPACOM, as well as SLED and Commercial customers and partners across Hawaii and Guam, supporting the deployment of AI infrastructure within data center and edge environments.
This role engages directly with end users, contractors, engineering firms, IT partners, system integrators, and server OEMs to design, position, and optimize AI-ready critical infrastructure environments. The position provides subject matter expertise and best-practice guidance across Vertiv's thermal, power, rack, monitoring, and infrastructure management solutions.
Working closely with Vertiv technical experts and cross-functional teams, the Federal Account Manager helps develop and deliver integrated thermal management, power, and IT physical infrastructure solutions that align with customer operational, performance, and mission requirements.
RESPONSIBILITIESCustomer-Facing Engagement & Sales Enablement
- Acts as a trusted customer-facing resource for Federal, SLED, Commercial, and partner customers evaluating data center and edge infrastructure for AI and mission-critical 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 Federal end users, channel partners, system integrators, contractors, engineering firms, server OEMs, and enterprise customers.
- Leads on-site and virtual customer engagements, technical discussions, infrastructure planning sessions, and solution reviews throughout the infrastructure buying journey.
AI Data Center Infrastructure & Solution Design
- 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.
Partner Enablement & Training
- Participates in training partner solution architects and sales teams on how to position, sell, and implement AI-focused data center infrastructure.
- Helps develop and deliver train-the-trainer programs to scale knowledge across OEM, channel, and strategic alliance partners.
- Works closely with server OEMs, strategic alliances, channel partners, and integrators to ensure they effectively position AI-ready infrastructure.
Market Intelligence & Competitive Positioning
- 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.
MINIMUM QUALIFICATIONS- Bachelor's degree in business, engineering, technical field, or related discipline (or equivalent combination of education and experience.
- 10+ years of experience in sales, account management, or business development.
- Demonstrated experience supporting U.S. Federal customers throughout the INDOPACOM region, including Department of War, Intelligence Community, and/or Federal civilian agencies, while also supporting SLED and commercial customers in Hawaii and Guam.
- Strong sales acumen, with experience developing customer relationships, identifying opportunities, and positioning value-based solutions.
- Experience working with channel partners, resellers, system integrators, contractors, or engineering firms.
- Ability to engage IT, facilities, engineering, operations, and executive stakeholders in strategic business and technical conversations.
- Resourceful, self-motivated, customer-focused, and able to work effectively in a matrixed team environment.
- Strong problem-solving, communication, and organizational skills.
- Ability and willingness to travel throughout INDOAPCOM locations and support customers and partners across multiple time zones, including INDOPACOM business hours, as required.
- Knowledge of Federal procurement environments, system integrators, channel ecosystems, and government contracting processes.
PREFERRED QUALIFICATIONS- 10+ years Federal sales experience.
- Clearance: Active Top Secret security clearance; SCI preferred.
- Professional certifications (e.g., PE, PMP, or specialized data center certifications).
- Experience in the data center, mission-critical infrastructure, power, thermal, rack, monitoring, or critical facilities industry.
- Thermal management, liquid cooling, power systems, rack infrastructure, monitoring, or IT physical infrastructure experience.
- Experience working with or for a hardware/infrastructure manufacturer, OEM server, technology provider, or critical infrastructure supplier.
- Familiarity with AI workloads, high-performance computing (HPC), edge computing, or mission-critical modernization projects.
PHYSICAL & ENVIRONMENTAL DEMANDS- Frequent travel throughout Hawaii and OCONUS locations as required. Role may include customer site visits, data center/facility environments, and support across multiple time zones.
TRAVEL REQUIREDThe overall anticipated total compensation package for this role in HI is between $207k to $258k per year, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the HI locality is between $124k to $155k per year; salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process. 
