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Infrastructure Sales Jobs (NOW HIRING)

Softchoice

Customer Solutions Architect

Mclean, VA · Hybrid

AsaModern Infrastructure Sales Executive, your mission is to putbusinesseson the best possible path toasustainable and ground-breaking future. In doing so, you will unlock new opportunities and ...

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How much do infrastructure sales jobs pay per year?

As of Jun 28, 2026, the average yearly pay for infrastructure sales in the United States is $127,066.00, according to ZipRecruiter salary data. Most workers in this role earn between $107,500.00 and $141,000.00 per year, depending on experience, location, and employer.

What is an Infrastructure Sales job?

An Infrastructure Sales job involves selling large-scale technology, networking, or cloud solutions to businesses, government agencies, or enterprises. Professionals in this role identify client needs, propose tailored solutions, and manage long-term relationships. They often work with IT teams, procurement departments, and C-level executives to drive sales and support digital transformation initiatives. Strong technical knowledge, sales acumen, and relationship-building skills are essential for success in this field.

Is SDR an entry level position?

Sales Development Representative (SDR) roles are often considered entry-level positions in sales, focusing on lead generation and qualification. They typically require strong communication skills and may serve as a stepping stone to more advanced sales roles, with some companies providing training and onboarding for new hires.

Which sales job gives the highest salary?

In sales roles, enterprise or high-level technology sales positions, such as enterprise software or infrastructure sales, tend to offer the highest salaries, often including substantial commissions and bonuses. These roles typically require strong technical knowledge, negotiation skills, and experience, with top performers earning six-figure incomes or more.

What are the most common challenges faced in an Infrastructure Sales role?

One of the most common challenges in Infrastructure Sales is staying up to date with rapidly evolving technology solutions while effectively communicating complex products to clients with varying technical backgrounds. Professionals in this role must also balance long sales cycles, manage multiple stakeholder relationships, and meet ambitious revenue targets. Collaboration with technical teams, project managers, and executives is a frequent necessity to tailor solutions and close deals. Success in this position requires both persistence and adaptability in a fast-paced, competitive environment.

What is infrastructure sales?

Infrastructure sales involves selling hardware, software, and services that support the foundational systems of organizations, such as data centers, networking equipment, and cloud solutions. Professionals in this field need strong technical knowledge, communication skills, and often use tools like CRM software to manage client relationships.

What is the highest paid job in sales?

In sales, executive roles such as Vice President of Sales or Chief Sales Officer tend to be the highest paid, often earning six-figure salaries plus bonuses and commissions. These positions require extensive experience, strategic skills, and leadership abilities, and compensation varies by industry and company size.

What are the key skills and qualifications needed to thrive in the Infrastructure Sales position, and why are they important?

To thrive in Infrastructure Sales, you need a solid background in B2B sales combined with a strong understanding of infrastructure solutions such as networking, cloud, or data center technologies, often supported by a relevant degree or sales certification. Familiarity with CRM software (like Salesforce), industry-specific sales tools, and technical certifications (e.g., Cisco, AWS) is valuable. Outstanding interpersonal communication, negotiation skills, and the ability to build long-lasting client relationships help professionals excel in this field. These skills are crucial for effectively identifying client needs, closing deals, and driving revenue growth in a competitive marketplace.

More about Infrastructure Sales jobs
What cities are hiring for Infrastructure Sales jobs? Cities with the most Infrastructure Sales job openings:
What are the most commonly searched types of Infrastructure Sales jobs? The most popular types of Infrastructure Sales jobs are:
What states have the most Infrastructure Sales jobs? States with the most job openings for Infrastructure Sales jobs include:
What job categories do people searching Infrastructure Sales jobs look for? The top searched job categories for Infrastructure Sales jobs are:
Infrastructure Sales jobs near you
Federal Account Manager, AI & Critical Infrastructure Sales

Federal Account Manager, AI & Critical Infrastructure Sales

Vertiv Co

Honolulu, HI

Other

Medical, Dental, Vision, Retirement, PTO

Posted 9 days ago

Vertiv rating

6.9

Company rating: 6.9 out of 10

Based on 60 frontline employees who took The Breakroom Quiz

305th of 419 rated machine equipment manufacturers

Job description

POSITION SUMMARY

The 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.

RESPONSIBILITIES

Customer-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.
  • 5+ 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

  • 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 REQUIRED

  • Up to 50%

The successful candidate will embrace Vertiv's Core Principals & Behaviors to help execute our Strategic Priorities.

OUR CORE PRINCIPALS:  Safety.  Integrity.  Respect.  Teamwork.  Inclusion.

OUR STRATEGIC PRIORITIES

  High-Performance Culture  Customer Focus

  Operational Excellence

  Innovation

  Financial Strength

VERTIV BEHAVIORS

  • Own it
  • Act with urgency
  • Foster a customer-first mindset
  • Think big and execute
  • Lead by example
  • Drive continuous improvement
  • Learn and seek out development
  • Promote transparent & open communication

About Vertiv

Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to enable its customers' vital applications to run continuously perform optimally and grow with their business needs.  Vertiv solves the most important challenges facing today's data centers, communication networks and commercial and industrial facilities with a portfolio of power, cooling and IT infrastructure solutions and services that extend from the cloud to the edge of the network. Headquartered in Westerville, Ohio, USA, Vertiv employs around 34,000 people and does business in more than 130 countries. Visit Vertiv.com to learn more.   

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

Equal Opportunity Employer

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertiv.com.

The overall anticipated total compensation package for this role in HI is between $107.5k to $143.3k 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 $64.5k to $86k 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.     

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