Client Business Director

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-ori