Solution Specialist, Infrastructure

2 мес. назад

United KingdomEuropeSenior

Lead complex infrastructure deals across EMEA for AI infrastructure at .

Обязанности

The AI infrastructure market is moving faster than any playbook can keep up with, and the companies building at its frontier, from early-stage European startups to the world's largest enterprises with operations across EMEA, need a commercial partner who understands their infrastructure requirements as instinctively as they do. As a Principal Solution Specialist for Infrastructure, EMEA, you sit at the center of how structures, negotiates, and closes its most complex infrastructure deals across Europe, the Middle East, and Africa, while operating as a fully integrated member of 's global infrastructure deal team. This is not a single-product or single-vertical role: it requires deep fluency in how AI companies across EMEA think about and consume infrastructure, and it tu
As a Principal Solution Specialist for Infrastructure, EMEA, you design the frameworks that govern how structures large infrastructure commitments for EMEA customers, negotiate the commercial terms that create durable value for both sides, and build the playbooks and processes the EMEA field team relies on to win. But this role goes beyond deal mechanics: you will develop an instinctive understanding of what AI companies in EMEA need to build across every layer of the infrastructure stack, and across every stage of company maturity from early-stage startup to hyperscale enterprise. In a market changing as fast as AI infrastructure, the intelligence you gather from EMEA customer conversations feeds directly into 's global product, engineering, capacity planning, finance,
In this role, you will:
Own the end-to-end commercial and operational lifecycle of 's most complex infrastructure deals across EMEA, from initial deal architecture through term negotiation, contract execution, and account expansion.
Structure and close large-scale infrastructure commitments across EMEA, from long-term compute and networking agreements to integrated AI platform deals, in close coordination with sales, legal, finance, and product teams across .
Design deal frameworks, pricing models, and term structures suited to EMEA enterprise and sovereign AI procurement dynamics, reflecting what AI companies need to build at scale while meeting data residency, regulatory compliance, and cost predictability requirements.
Own the deal desk function for EMEA infrastructure commitments, providing real-time deal guidance, commercial structuring support, and pricing alignment to the EMEA field team and to global opportunities with EMEA decision-making centers.
Enable the EMEA sales and solutions architecture organizations with infrastructure deal playbooks, term negotiation frameworks, TCO models, and region-specific competitive positioning materials that accelerate large infrastructure closings.
Engage directly with EMEA customer procurement, legal, and executive leadership, across enterprise technology companies, financial institutions, and sovereign AI programs, as 's primary commercial voice in complex, multi-stakeholder infrastructure negotiations.
Partner with global product specialists across Core Services, AI Runtime, AI Developer Services, and Data Services to build integrated deal proposals that reflect the full value of 's infrastructure platform for EMEA customers.
Serve as the EMEA field's primary intelligence source on how AI companies across European and Middle Eastern industries and company stages think about and consume infrastructure, translating regional customer conversations into direct input for 's global product, engineering, capacity planning, finance, and marketing teams.
Drive operational consistency between EMEA and global deal processes, including deal review cadences, cross-regional escalation paths, and post-signature execution handoffs, to ensure operates as a cohesive global commercial organization.

Требования

10+ years of experience in enterprise infrastructure sales, deal structuring, or commercial operations at a cloud provider, hyperscaler, data center operator, or large-scale technology vendor in EMEA markets, with a track record of closing large, complex deals.
5+ years owning or shaping the commercial structure of large infrastructure commitments in EMEA, including cloud compute agreements, GPU infrastructure contracts, data center agreements, or equivalent, spanning term negotiation, pricing strategy, and contract execution in a customer-facing capacity.
Deep understanding of how AI companies across EMEA, from startups building their first production systems to enterprises scaling global AI deployments, evaluate, procure, and operationalize infrastructure, including the technical, financial, regulatory, and organizational dynamics that drive those decisions across key EMEA markets.
Fluency across 's infrastructure portfolio, GPU compute, high-performance networking, storage, and Kubernetes platform, and strong working knowledge of how these components combine into integrated infrastructure commitments for AI customers in EMEA.
Familiarity with EMEA regulatory considerations that shape AI infrastructure procurement, including GDPR, EU AI Act requirements, data residency obligations, and sovereign AI program dynamics, and how these translate into deal structure and contract terms.
Track record of engaging at the executive level with EMEA customers, C-suite, VP-level procurement, and legal leadership, across complex, multi-stakeholder commercial negotiations at major enterprises, financial institutions, and public sector organizations.
Commercial fluency across deal structures: long-term commitment economics, ramp schedules, SLA frameworks, and the financial tradeoffs that shape large infrastructure agreements for AI companies in EMEA enterprise contexts.

Будет плюсом

Prior experience in a deal desk, commercial operations, or strategic deals function at a cloud provider or hyperscaler operating in EMEA (AWS, Google Cloud, Azure, Oracle Cloud, or equivalent).
Background in AI infrastructure procurement or sales in EMEA, with direct experience structuring GPU infrastructure agreements, HPC contracts, or large-scale cloud commitments for AI/ML workloads with European or Middle Eastern customers.
Experience navigating EMEA-specific commercial and legal frameworks, including VAT structures, cross-border contract considerations, and sovereign procurement requirements, in the context of large technology infrastructure deals.
Advanced degree in Business, Finance, Computer Science, or a related field, or equivalent experience with a demonstrated ability to operate at the intersection of commercial strategy, technical infrastructure, and EMEA market dynamics.

Условия

In addition to a competitive salary, we offer a variety of benefits to support your needs, including:
Family-level Medical Insurance
Family-level Dental Insurance 
Generous Pension Contribution 
Life Assurance at 4x Salary 
Critical Illness Cover 
Employee Assistance Programme 
Tuition Reimbursement
Work culture focused on innovative disruption
Benefits may vary by location.

Другое

 
Wondering if you're a good fit? We believe in investing in our people, and value candidates who can bring their own diversified experiences to our teams, even if you aren't a 100% skill or experience match. Here are a few qualities we've found compatible with our team. If some of this describes you, we'd love to talk.
You love sitting at the center of complex deals: you are energized by multi-workstream negotiations where legal, finance, product, and engineering are all in the room and something significant has to close, and you bring EMEA-specific commercial judgment to every stage.
You love acting as the bridge: between the EMEA field team's customer commitments and the global commercial, operational, and financial machinery that makes those commitments real, and you hold both sides accountable.
You are an expert at navigating "The Room": you have a proven ability to manage complex, multi-stakeholder commercial negotiations across EMEA enterprise, financial, and public sector organizations, without losing momentum, clarity, or trust.
At , we work hard, have fun, and move fast! We're in an exciting stage of hyper-growth that you will not want to miss out on. We're not afraid of a little chaos, and we're constantly learning. Our team cares deeply about how we build our product and how we work together, which is represented through our core values:
Be Curious at Your Core
Act Like an Owner
Empower Employees
Deliver Best-in-Class Client Experiences
Achieve More Together
We support and encourage an entrepreneurial outlook and independent thinking. We foster an environment that encourages collaboration and enables the development of innovative solutions to complex problems. As we get set for takeoff, the organization's growth opportunities are constantly expanding. You will be surrounded by some of the best talent in the industry, who will want to learn from you, too. Come join us!
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