Role Description At Penguin Solutions (Nasdaq: PENG), we help organizations design, deploy, operate, and scale AI infrastructure and AI Factory environments. As demand for AI continues to accelerate, our Services organization plays a critical role in helping customers maximize the value of their technology investments through: - Professional Services - AI Platform Operations Services - Support Services - Software-enabled service offerings We are seeking a highly motivated and customer-focused AI Platform Services Account Executive to help drive the growth of our Services portfolio across Enterprise, Neocloud, and Sovereign AI customers. This role combines services sales expertise with the opportunity to help shape Penguin Solutions' services go-to-market strategy, including: - Service positioning - Pricing - Sales enablement - Continued evolution of our AI Platform Operations Services portfolio Reporting directly to the Vice President of Services, this highly visible role will work hand in hand with: - Account Executives - Sales leadership - Services - Solutions Architecture - Customer Success - Delivery teams In most customer pursuits, the Account Executive will maintain overall account and opportunity leadership, while this role will serve as the services sales specialist responsible for helping position, shape, and advance services opportunities as part of the broader customer engagement. 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. Qualifications - 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. - 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. - 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. Location Remote - US Travel Travel as required to support customer engagements, partner pursuits, sales opportunities, internal planning sessions, and industry events. Compensation & Benefits - The base pay range that the Company reasonably expects to pay for this position in the United States is $165,000 – 180,000; the pay ultimately offered may vary based on business considerations, including job-related knowledge, skills, experience, and education. - The position is bonus-eligible. - Medical, dental, and vision benefits available. - 401k saving plan. - Other benefits, such as Paid Time Off, Life Insurance, and an Employee Assistance Plan. Inclusion & Belonging Statement We are committed to creating an inclusive environment that embraces differences and fosters belonging for all. Equal Opportunity Statement We are an Affirmative Action/Equal Opportunity Employer and strongly committed to all policies which will afford equal opportunity employment to all qualified persons without regard to age, national origin, race, ethnicity, creed, gender, disability, veteran status, or any other characteristic protected by law.