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 specializing in Data Center Liquid Cooling Systems. The role involves building strategic partnerships with major clients like Nvidia and OpenAI, driving technical alignment, and guiding product development to meet evolving cooling needs.
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
- Deeply understand Nvidia or OpenAI’s AI compute expansion roadmap (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 or top-tier Silicon Valley tech giants
- Must possess proven data center infrastructure business experience with Google or Nvidia or OpenAI equivalent-scale Hyperscaler clients (Amazon/AWS, Meta, etc.) or Colo
- Deep understanding of Hyperscalers' GPU/TPU technology roadmap and AI infrastructure thermal evolution trends; thoroughly familiar with Google's technical contributions and open-source activities within standards organizations like the OCP
- Deep understanding of the technological evolution trends of data center thermal management systems (air cooling, water cooling, liquid cooling), with a specific focus on the implementation and deployment of liquid cooling (cold plate, immersion) in AI clusters
- Familiar with the OCP standards framework and relevant data center cooling specifications; understand Google's open-source technical solutions within OCP and their ecosystem impact
- 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 translate Google's TPU roadmaps and OCP technical dynamics into technical inputs for Midea's cooling solutions, proactively identifying directions for product adaptation
- 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
- Proven experience in building technical alliances or ecosystem collaborations (joint POCs, technical certifications, open-source community co-building, etc.) is highly preferred
- Candidates who bring an established network of technical or procurement contacts within Google or other Hyperscaler clients are highly preferred; active contribution or participation experience in open-source communities like the OCP is a strong plus
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