Note: The job is a remote job and is open to candidates in USA. Penguin Solutions is the AI Factory Platform Company, focused on building a team of innovators in AI technology. The AI Platform Services Account Executive will drive the growth of the Services portfolio, working closely with various teams to maximize customer value and develop strategic service offerings.
Responsibilities
- Own and achieve services bookings and margin objectives across Professional Services, AI Platform Operations Services, Support Services, and related services-led opportunities
- Partner with Account Executives and sales leadership to identify, qualify, shape, and close services opportunities within Enterprise, Neocloud, and Sovereign AI accounts
- Increase services attach rates across Penguin Solutions infrastructure, platform, and software sales opportunities
- Expand adoption of AI Platform Operations Services within existing customers, not currently under an AI operations services contract
- Position Penguin Services in alignment with complementary Penguin platform capabilities, including ClusterWareAI where appropriate, to create stronger customer outcomes
- Develop trusted advisor relationships with executive, business, and technical stakeholders in collaboration with the account team
- Understand customer business objectives, operational challenges, procurement processes, and AI initiatives to align services with customer needs
- Develop and deliver compelling service proposals, presentations, and customer engagement plans in support of account-led sales opportunities
- Help evolve service offerings, packaging, pricing strategies, and commercial models based on customer, partner, and market feedback
- Develop services sales plays, messaging, and enablement materials that help field sales teams effectively position and sell standard services offerings, including Support Services
- Collaborate with Services, Sales, Solutions Architecture, Customer Success, Support, Marketing, Strategy, and Delivery teams to ensure successful customer outcomes
- Maintain accurate pipeline management, forecasting, and opportunity reporting in alignment with Sales and Services leadership
Skills
- 7+ years of experience in enterprise technology sales, services sales, consulting services, managed services, or related customer-facing roles
- Proven success selling services within complex enterprise technology environments
- Experience developing and closing opportunities involving multiple stakeholders, complex procurement processes, and enterprise buying committees
- Strong understanding of enterprise infrastructure, AI/HPC environments, cloud platforms, data center operations, or related technologies
- Experience engaging executive and technical decision-makers, including CIO, CTO, Infrastructure, Operations, Procurement, and AI leadership teams
- Demonstrated ability to position services around customer value, business outcomes, operational improvement, risk reduction, and program success
- Strong consultative selling, communication, presentation, and negotiation skills
- Ability to translate technical capabilities into business value and customer outcomes
- Experience working effectively across matrixed organizations and partnering with Account Executives in account-led pursuit models
- Proficiency with Salesforce and standard business productivity tools
- Bachelor's degree or equivalent experience
- Experience selling professional services, managed services, AI operations services, cloud operations services, or enterprise platform services is preferred
- Experience selling in or through ecosystem partners, especially where services complement partner-led AI infrastructure or platform solutions, is preferred
- Familiarity with recurring revenue, subscription services, value-based pricing, or outcome-oriented commercial models is preferred
Benefits
- Position is bonus-eligible
- Medical benefits available
- Dental benefits available
- Vision benefits available
- 401k saving plan
- Paid Time Off
- Life Insurance
- Employee Assistance Plan
Company Overview