Director of Solutions Engineering

Key responsibilities:

1.Hyperscale Technical Deal Leadership

• Act as the senior technical counterpart to hyperscale and strategic customers
• Own the technical narrative across large RFP / RFQ / RFI cycles
• Lead technical negotiations with customer engineering, procurement, and executives
• Shape solutions that meet workload needs without compromising margin or platform integrity
• Maintain deep intelligence on hyperscale roadmaps, AI workloads, liquid cooling, and competitor positioning

2.Technical Leadership Across the Customer Journey

This leader ensures Solutions Engineers deliver excellence across all stages of Customer engagement:

Initial Engagement & Discovery

• Drive strong technical discovery and requirements capture across hyperscale customers.
• Ensure the team builds deep understanding of customer infrastructure, operational models, sustainability goals, and long-term roadmaps.

Solutioning & RFP Leadership

• Oversee the creation of technically robust, cost-optimal, and competitive solutions.
• Set standards for translating customer requirements into scalable design criteria aligned with platform capabilities.
• Ensure multidisciplinary collaboration with engineering, design, cost, commercial, and delivery teams.

Design & Delivery Alignment

. Serve as the organizational custodian of customer requirements through detailed design engineering phases.

. Ensure design intent is maintained and changes are clearly governed

. Provide customer‑facing technical continuity during construction and implementation

. Support escalation, clarification, and change control

Solution Governance

. Approve solution exceptions, custom builds, and non‑standard designs

. Balance customer value with cost, risk, and long‑term scalability

. Drive continuous improvement in efficiency, standardization, and cost optimization

. Influence platform and product roadmap based on customer insight

3.Team Leadership

. Own technical solutioning strategy aligned with global platform principles

. Build and develop a high‑performance Solutions Engineering team across the lifecycle of the data centre, from Discovery, Solution design, Technical negotiation, Delivery handover to Post‑sale technical advocacy

. Establish effective governance, including Standards and templates, Solution approval and exception processes, RFP best practices

. Create career paths, training frameworks, and succession planning

4.Cross Functional Leadership

. Partner tightly with Sales to shape winnable, profitable deals

• Collaborate with engineering and operations to validate feasibility, capacity, and cost structures for all solutions.
• Champion safety, compliance, and operational excellence

5.Market & Technology Expertise

. Maintain deep expertise in data center design, M&E infrastructure, connectivity, cooling, power systems, and sustainability.

• Identify innovation opportunities to enhance the value proposition.