Head of Global Hyperscale Partnerships

🔥 0 minutes ago

🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🔴 Lead

💰 Account Manager

👻 Ghost score 10%

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Smardt Chiller Group

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2005

🏥 Healthcare

📦 Logistics

🏗️ Construction

Healthcare • Logistics • Construction

Smardt Chiller Group is a global leader and pioneer in manufacturing high-efficiency, oil-free chillers. With over 25 years of experience, Smardt specializes in oil-free centrifugal technology that features magnetic bearings, enhancing both chiller efficiency and reducing maintenance costs by eliminating the need for lubrication. The company offers a comprehensive and customizable line of air, water, and evaporatively-cooled oil-free chillers tailored for various industries, including data centers, hospitals, pharmaceutical manufacturing, and more. Smardt's chillers are known for energy efficiency, with a performance that is 20% to 50% greater than conventional oil-lubricated chillers. This focus on energy efficiency and reliability supports its widespread application across marine, government, and industrial sectors worldwide. The company maintains a robust global presence with installations in thousands of facilities.

📋 Description

• Develop and execute Smardt’s global hyperscale account and business development strategy • Build prioritized target-account plans covering hyperscalers, neocloud providers, colocation operators, AI infrastructure companies and major data centre customers • Define account-specific strategies, stakeholder maps, qualification pathways and commercial priorities • Identify requirements for Smardt to become an approved supplier • Maintain structured views of relationships, engagement, opportunities, barriers and next actions for priority accounts • Provide market intelligence on hyperscale investment, data centre capacity growth, AI infrastructure, cooling trends, competitors and customer requirements • Establish executive-level relationships with customer stakeholders across engineering, infrastructure, procurement, sustainability, operations and supply chain • Lead strategic customer meetings, discovery sessions, technical reviews and executive presentations • Position Smardt as a strategic cooling technology partner • Lead efforts to achieve approved-vendor status with priority hyperscale customers • Coordinate customer qualification, technical evaluation, factory assessment and supplier approval activities • Work with Engineering and Product Management on technical specifications, design standards and reference architectures • Engage consulting engineers, design firms, OEM partners and market influencers to secure product specification and preferred-supplier status • Develop recognition within major AI and data centre infrastructure platforms, including NVIDIA and engineering-partner ecosystems • Develop relationships with engineering firms, technology providers, infrastructure partners, general contractors and equipment manufacturers • Identify joint customer engagement, co-development, reference project and technology-alignment opportunities • Represent Smardt at industry events, customer forums, data centre conferences and technology discussions • Develop and maintain a global hyperscale opportunity pipeline • Identify early-stage projects and influence customer requirements before formal procurement • Coordinate account ownership and opportunity pursuit across regional sales teams • Establish opportunity strategies, decision criteria, competitive positioning and stakeholder engagement plans • Develop forecasts, revenue targets and account penetration objectives with Sales leadership • Support commercial negotiations, framework agreements, strategic pricing and major customer proposals • Translate hyperscale customer expectations into internal business requirements • Evaluate organizational readiness across product quality, manufacturing capacity, lead times, supply-chain resilience, documentation, testing, service coverage, project execution, communication and governance • Identify gaps preventing qualification or successful delivery of hyperscale business • Support internal processes, account governance and escalation mechanisms • Align Sales, Engineering, Operations, Quality, Service and Supply Chain on customer commitments • Act as the commercial voice of the hyperscale customer within Smardt • Establish target-account maps, executive engagement plans, supplier-approval roadmaps and qualified pipelines during the first six months • Conduct structured voice-of-customer sessions, document approval barriers and deliver quarterly executive reports

🎯 Requirements

• Minimum 10 years of progressive experience in strategic sales, global account management, business development or market development • Significant experience within hyperscale data centres, mission-critical infrastructure, HVAC, thermal management, power systems, electrical infrastructure or related technologies • Demonstrated experience working directly with major hyperscalers, neocloud providers, colocation operators or global data centre customers • Established relationships within the global data centre ecosystem are strongly preferred • Experience navigating approved-vendor processes, technical qualification, customer specifications and global framework agreements • Proven success developing new strategic accounts where no established commercial relationship previously existed • Experience influencing complex buying groups involving engineering, procurement, operations, sustainability and executive leadership • Experience working with consulting engineering firms, technology partners, general contractors and market influencers • Understanding of global data centre project development, procurement and construction cycles • Bachelor’s degree in Engineering, Business, Technology, Construction Management or a related field • An advanced degree in Business or Engineering is considered an asset • Strong understanding of hyperscale data centre customers and their supplier ecosystems • Knowledge of data centre cooling systems, central plant infrastructure and high-efficiency mechanical systems • Familiarity with air-cooled and water-cooled architectures, liquid cooling trends and AI-driven increases in rack density • Understanding of customer qualification, product validation, technical specifications and supplier approval requirements • Strong commercial judgment and ability to build strategic account plans • Ability to interpret complex technical and business requirements • Strong executive presentation, negotiation and relationship-building skills • Ability to operate effectively in a global, cross-functional and rapidly evolving environment • Strong opportunity management and forecasting discipline • Ability to move comfortably between customer strategy, technical discussions and internal execution

🏖️ Benefits

• Competitive compensation and a bonus incentive • Health and Dental Benefits from day one • 401K/RRSP matching program • A collaborative global environment with opportunities for growth