About this role
The AI infrastructure market is moving fast and the rules are still being written. ECS sits at a unique intersection: the technical depth of a 32-year compute integrator, the agility of a builder, and a mandate to grow. The Client Business Director role exists to find, open, and win new customers in this emerging landscape — targeting a new breed of decision-maker who is not the traditional IT buyer.
This is a hunter role. You will not inherit a territory or a warm book of business. You will build one. If you thrive in ambiguity, get energized by a blank whiteboard, and know how to earn trust with engineers, founders, and AI infrastructure leaders — this is your seat.
Essential Duties and Responsibilities include the following (Other duties may be assigned): The following is not a comprehensive list of all job duties and expectations. Other tasks may be assigned based on business needs.
Prospect & Build Pipeline
• Drive outbound prospecting across target verticals — AI/ML companies, cloud operators, hyperscalers, and AI-native enterprises.
• Execute disciplined new business development through cold outreach, warm introductions, networking, industry events, and social selling.
• Identify and engage non-traditional decision-makers: AI researchers, infrastructure engineers, ML platform leads, and founders — people who evaluate vendors based on technical credibility, not slide decks.
• Build and manage a qualified pipeline that reflects real opportunity, not wishful thinking.
Establish Credibility & Trust
• Earn the right to be in the room by speaking the language of compute infrastructure, AI workload requirements, and custom hardware configuration.
• Develop deep knowledge of ECS's technical capabilities — from server and storage configuration to networking and software integration — to serve as a credible resource, not just a sales contact.
• Translate complex customer requirements into customized ECS solutions in partnership with Solution Architecture and Sales Engineering.
• Build long-term relationships grounded in honesty, follow-through, and domain fluency.
Customize & Configure Solutions
• Work with technical teams to design infrastructure solutions tailored to AI and compute-intensive workloads.
• Challenge customers' assumptions and help them think through build decisions they haven't fully mapped out yet.
• Create and deliver compelling, technically grounded proposals that reflect the customer's actual environment and roadmap.
• Maintain pricing integrity and quote accuracy in partnership with sales management.
Own Your Business
• Develop and manage your own territory and account plan with minimal hand-holding.
• Meet or exceed new business revenue targets and pipeline metrics.
• Manage accurate CRM hygiene — pipeline, activity, and forecast data that the business can rely on.
• Stay ahead of industry trends, AI infrastructure developments, and competitive dynamics; bring that intelligence back to the team.
• Represent ECS at industry events, conferences, and customer sites with the energy and credibility of someone who knows the space.
Collaborate Across the Organization
• Partner with Program Management, Product Management, Solution Architecture, and Sales Engineering to deliver for customers.
• Work cross-functionally to resolve production, shipping, technical support, and credit issues professionally and quickly.
• Demonstrate ECS core values in every interaction: Accountability, Customer Success, Innovation, Collaboration, Owners Mindset, and Do the Right Thing.
Essential Education, Skills, and Experience:
• Bachelor's degree or equivalent; 5–7+ years of B2B sales experience with a strong emphasis on new business development.
• Demonstrable track record of building pipeline and closing complex, consultative deals from scratch — not just managing existing relationships.
• Experience selling into technical environments where the buyer is an engineer, architect, or technically-oriented founder.
• Excellent communication, listening, and presentation skills — able to adapt from C-suite to lab bench.
• Exposure to compute, server, storage, networking, or adjacent infrastructure hardware/software preferred.
• Familiarity with AI/ML infrastructure trends and the ecosystem of companies building on them is a strong differentiator.
• Proven ability to work independently in an unstructured environment and create structure where none exists.
• Strong CRM discipline (Salesforce or equivalent) and professional business acumen.
• Experience managing competing priorities and navigating complex, multi-stakeholder sales cycles.
• Self-starter. You generate your own leads, set your own agenda, and hold yourself accountable without a manager looking over your shoulder.
• Comfortable in ambiguity. The AI infrastructure market is not yet defined by standard processes and established buying cycles. You are energized, not paralyzed, by that reality.
• Technically curious. You don't need to be an engineer, but you need to understand what engineers care about — and be willing to go deep enough to earn their respect.
• Persuasive without being pushy. You build conviction through insight, listening, and relevance — not pressure tactics.
• Resilient. New business development is hard. Rejection is frequent. You treat it as information and move forward.
• Credibility-first. You know that in technical markets, trust is the product. You protect it in every interaction.
The total comp for this role will be between $125k and $166k and your base pay will depend on your skills, qualifications, experience, and location, along with budgeted range of position. Equus Compute Solutions offers a comprehensive full-time benefits package consisting of medical, dental, vision, telemedicine, flexible spending accounts, matched 401K, life, critical accidental or illness, company paid short- & long-term disability, six weeks of paid parental leave, generous paid time off and wellness programs. ECS is 100% employee owned!