Sales Engineer Data Center Cooling

Pkaza is a data center recruiting firm representing an OEM and manufacturer of industrial air-cooled and liquid-cooled equipment for critical facilities. The Sales Engineer will provide technical pre-sales support for data center cooling solutions, including proposals, equipment selection, system configuration, presentations, and customer support throughout the sales lifecycle. The role will partner with sales, engineering, manufacturing, and customers to develop competitive solutions and support opportunities through project execution.

Responsibilities:

• Call on established clients and prospect for new accounts among high-potential mission-critical data center end users
• Serve as the primary technical resource to the Sales team, manufacturers' representatives and customers, translating customer requirements into appropriate cooling solutions
• Plan, organize and manage proposals, technical information, orders and customer communications for the cooling equipment business
• Support product selection, system configuration, capacity calculations and technical proposals throughout the sales cycle
• Review RFQ information and collaborate with customers, vendors and internal departments to prepare quotations, including specification compliance, pricing, bill of materials, cost-of-ownership documentation, drawings and scope of work and procedures
• Participate in contract and price negotiations, managing terms and pricing with customers to achieve the sales plan
• Develop strong relationships with customers, consulting engineers, contractors and other key stakeholders
• Represent the company and deliver technical presentations, product demos, lunch and learns, site walk-throughs, trade shows, industry conferences
• Provide technical support during customer evaluations, competitive situations and value-engineering exercises
• Prepare and review equipment selections, performance data, schedules, drawings and submittal documentation; respond to RFIs and technical questions
• Support specification development and help position products in basis-of-design documents
• Coordinate with Applications Engineering to resolve complex or non-standard requirements
• Track and communicate project status, technical requirements and customer information, working with internal departments to evaluate and mitigate order costs
• Develop a strong understanding of competing cooling technologies and communicate clear technical differentiators
• Provide market feedback to Sales, Product Management and Engineering on customer requirements, competitive trends and product gaps
• Oversee factory witness tests, including agenda creation and lead role in customer communication
• Work closely with Applications Engineering, Product Management, Engineering, Manufacturing, Supply Chain and Service to support customer opportunities through order and project execution

Requirements:

• Bachelor's degree in Mechanical Engineering, engineering, business or a related field, or equivalent combination of education and directly relevant technical sales experience
• Minimum 5-7+ years of applications engineering or outside technical sales experience in air cooling / liquid cooling
• Data Center Experience
• Experience with technical sales of cooling equipment
• Advanced knowledge of commercial cooling systems, chiller systems, and indoor CRAC / CRAH units
• Experience with Air Cooling and Liquid Cooling Solutions
• Working technical command of chiller and heat-rejection equipment sufficient to hold a credible conversation with a facilities engineer or engineer of record without applications support present
• Demonstrated success opening new accounts with no prior relationship and carrying them through to first order
• Demonstrated ability to navigate complex buying organizations, including vendor qualification, standards adoption and approved-manufacturer processes
• Experience carrying and achieving an individual quota, with disciplined pipeline management and forecast accuracy
• Contacts, relationships and partnerships with relevant HVAC engineering firms, general contractors / mechanical contractors, design-build, construction, commissioning and O&M firms in the data center industry
• Existing relationships within the hyperscale, colocation or wholesale data center operator community
• Experience technically supporting OEM partners, integrators or embedded equipment channels
• Experience with liquid cooling, coolant distribution units, fan walls, rack-level thermal products or heat-reuse applications
• Experience working alongside an independent manufacturers' representative channel without displacing it
• Familiarity with data center design and construction processes, including the roles of consulting engineers, general contractors and commissioning agents
• Experience introducing a new or unfamiliar manufacturer into an established customer standard
• Active involvement in local/national data center trade conferences and belong to professional organizations such as 7x24 Exchange, Bisnow, DCD, AFCOM, Uptime Institute, iMasons and ASHRAE
• Ability to travel domestically and internationally up to 50% of the time
• Excellent written and verbal communication skills, able to translate complex technical concepts into business value for engineering, operations and executive audiences
• Proficient with MS Office Suite (Word, Excel, PowerPoint, Teams) and CRM platforms such as Salesforce
• Strong client-facing skills and ability to build long-term cooperative partner relationships internally and externally
• Strong organizational skills and advanced computer skills, with emphasis on MS Office, CAD software and ERP systems