Note: The job is a remote job and is open to candidates in USA. Midea America Corp. is one of the world’s largest home appliance brands, and they are seeking a Key Account Manager for Data Center Liquid Cooling Systems. The role involves building relationships with major clients like Google, Nvidia, and OpenAI, driving partnership upgrades, and aligning Midea's cooling solutions with AI compute expansion trends.
Responsibilities
- Build a comprehensive map of the decision-making chain within target clients to identify multi-level business opportunities across new campus constructions, rapid capacity expansions, and technical upgrades. Formulate differentiated penetration strategies, tailoring approaches to Nvidia or OpenAI's focus on "speed and density" and Colo clients' focus on "standardization and scalability."
- Drive partnership upgrades with Nvidia or OpenAI and Colo clients through joint POCs (Proof of Concepts), technical certifications, and master framework agreements
- Technical Roadmap Alignment & Solution Steering
- Deeply understand Google or Nvideia or OpenAI’s AI compute expansion roadmap (TPU/GPU cluster scale, deployment density, deployment cadence) and the evolution of their cooling requirements (the transition path from air cooling to liquid cooling, high-density rack cooling bottlenecks)
- Proactively identify alignment opportunities and gaps for Midea’s cooling solutions to guide and influence headquarters' R&D teams in planning and positioning products ahead of the market
Skills
- Bachelor's degree or above in Engineering or Business
- 10+ years of experience in the data center/critical infrastructure industry, with at least 5 years of local North American business experience serving Hyperscalers, AI-native companies, or top-tier Colo clients
- Must possess proven data center infrastructure business experience with Google or Nvidia or OpenAI or equivalent AI-native giants (Anthropic, xAI, etc.) as well as top-tier Colo clients (Equinix, Digital Realty, etc.)
- Deep understanding of AI compute expansion trends (GPU cluster scale, high-density deployment, liquid cooling evolution); thoroughly familiar with AI clients' core requirements for data center infrastructure (especially cooling systems) across three dimensions: speed, density, and scalability
- Deep understanding of data center thermal management systems (air cooling, water cooling, liquid cooling) in high-density AI deployment scenarios; familiar with the technical essentials of liquid cooling (cold plate, immersion) as the standard cooling solution for AI clusters
- Understand AI clients' extreme requirements for deployment speed (e.g., 6–9 months from breaking ground to going live) and capable of designing differentiated solutions across plan design, supply chain assurance, and delivery processes centered around 'acceleration.'
- Familiar with Colo clients' standardized design specifications and their specific requirements for equipment reliability and maintainability
- Excellent business negotiation, pricing strategy, and contract clause review capabilities; able to independently calculate and propose TCO (Total Cost of Ownership) for complex solutions
- Familiar with North American data center standards and specifications such as Uptime Tier, TIA-942, and ASHRAE
- Capable of independently delivering solution presentations and engaging in strategic dialogues at the CXO/VP level; able to persuade client executives using speed and TCO as core arguments
- Able to translate AI compute expansion trends into technical inputs for Midea's cooling solutions, proactively identifying directions for product adaptation and supply chain readiness
- Adaptable to the extremely fast decision-making and delivery pace of AI clients; capable of rapidly adjusting strategies and driving internal resource responsiveness in highly uncertain environments
- Effectively bridge and navigate the working culture and decision-making mechanisms of Midea's China headquarters, serving as an accurate translator of requirements and resources
- Highly self-driven with the ability to make independent judgments and swift decisions under a clearly defined strategic direction
- MBA preferred
- Nice to be familiar with Colo clients' business models (wholesale, retail, managed services), technical standards, and global supply chain management practices
- Proven track record of rapidly advancing POCs (Proof of Concepts) and converting them into master framework agreements is highly preferred
- Candidates who bring an established network of technical or procurement contacts within AI clients (OpenAI, Anthropic, etc.) or Colo clients (Equinix, Digital Realty, etc.) are highly preferred
Benefits
- Fully remote work mode
- Locating in Plano office is preferred but we might accomondate remote work for the high-caliber candidate
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