Senior Principal, Pre-sales Solution Architect

• Own assigned accounts: define strategy, lead customer discovery, manage relationship lifecycle from presales through post-sale • Define segment reference architecture for account's specific business model (hyperscaler, colocation, sovereign DC) • Lead RFP responses and technical presentations to customer C-level and engineering stakeholders • Represent Schneider Electric as trusted technical advisor throughout customer relationship lifecycle • Track competitor solutions and maintain segment intelligence; influence market positioning • Define win strategy for each major opportunity; align customer requirements with Schneider capabilities

• Own overall solution architecture: integration of electrical, Cooling, and digital systems into a coherent, optimized design • Define total cost of ownership (TCO) for each solution: CAPEX, OPEX, efficiency trade-offs, customer ROI • Drive solution standardization through repeatable modules: PDU room configs, cooling skids, electrical distribution patterns • Incorporate leading-edge technologies into segment architecture roadmap working with Technology Evangelists • Make IG vs. OG product decisions: specify Schneider products where competitive; recommend third-party products where IG has gaps • Produce detailed solution proposals: technical architecture, commercial terms, implementation timeline, risk mitigation

• Lead customer engagement from discovery through solution proposal and contract negotiation • Conduct technical workshops with customer teams to clarify requirements and present solutions • Engage with design consultants and system integrators: position Schneider solutions, influence specifications • Support EPC contractor engagement: technical partnerships, design reviews, issue resolution • Build deep, long-term relationships with customer infrastructure teams and C-level decision-makers

• Remain relationship owner through warranty/commissioning; support customer operational ramp-up • Participate in win/loss debrief reviews: capture lessons for fighting unit development and standards evolution

• Ensure all solutions comply with Schneider standards (electrical, Cooling, digital) at proposal stage • Work with Principal Architects on standards exceptions: request approval, document rationale when customer needs drive non-standard design • Provide market and competitive feedback to Principal Architects and Product Management • Contribute to regional reference architectures, solution playbooks, and proposal libraries

Datacenter Infrastructure: End-to-end understanding of electrical, Cooling, and digital systems. Deep domain knowledge in 1-2 areas (primary expertise); working-level understanding of all three. Solution Architecture: Ability to integrate electrical, cooling, and controls into coherent, optimized designs. Understanding of system interactions and trade-offs (power vs. cooling, redundancy vs. cost, performance vs. efficiency). Customer Economics: Deep understanding of TCO, CAPEX/OPEX trade-offs, ROI arguments. Ability to present and defend financial justifications to customer stakeholders. Standards & Compliance: Working knowledge of IEC, IEEE, ASHRAE, TIA-942, Uptime Institute Tier criteria. Ability to explain standards constraints and navigate exceptions. Market & Technology: Awareness of emerging technologies (AI DC, immersion cooling, hyperscaler innovations). Ability to assess and position new capabilities.

• Degree in Mechanical, Electrical, Civil Engineering, or related field (10+ years in datacenter presales strongly preferred) • 10+ years in datacenter solution architecture, presales, or account management • Demonstrated success leading complex, multi-discipline technical sales for large accounts ($5M+ contracts) • Ability to present and defend at C-level and technical decision-maker level • Experience assembling and leading cross-functional technical teams • Proficiency in full datacenter infrastructure portfolio (electrical, cooling, controls) • Familiarity with ASHRAE, IEC, IEEE, Uptime Institute standards • Strong commercial acumen and negotiation skills

• Uptime Institute Accredited Tier Designer (ATD) certification across multiple modules • Direct experience with hyperscalers (AWS, Google, Meta, Microsoft) or Tier 1 co-location operators • AI DC infrastructure experience: GPU cooling and power architecture • Experience managing relationship lifecycle from discovery through post-sale commissioning • Track record of account growth and customer expansion