Senior Sales Rep, AI Infrastructure & High - performance Computing (HPC)

Senior Sales Rep, AI Infrastructure & High-Performance Computing (HPC)

This role is core to Western Digital's AI Infrastructure growth strategy, focused on driving Datacenter HDD and Storage Platform revenue into AI infrastructure build-outs across High Performance Computing (HPC), National Labs, Sovereign Data, and cloud-adjacent environments.

The Senior Sales Rep, AI Infrastructure & HPC is a quota-carrying individual contributor who builds and executes territory and account plans, leads partner-driven pursuits through the U.S. channel ecosystem, and converts platform design-wins and reference architectures into predictable, repeatable revenue.

Coverage model: partner-first and channel-led, with direct engagement in priority HPC, National Lab, and Sovereign opportunities alongside SIs/OEMs and end customers.

This role is designed for a seller who operates comfortably in architecture-led, ecosystem selling motions and can translate technical platform value into commercial outcomes through rigorous pipeline, forecast, and close execution.

• Architecture-led solution selling across Datacenter HDD and storage platform deployments
• Channel-led GTM and partner co-sell motions (SIs, OEMs, distributors, and cloud-adjacent providers)
• Complex, multi-stakeholder deal leadership, from qualification through negotiation and close

You'll sell in close partnership with Business Development and technical leaders, leveraging their architecture, design-win, and ecosystem expertise, while maintaining clear ownership of the commercial motion, partner execution, opportunity management, forecasting discipline, and revenue delivery.

ESSENTIAL DUTIES AND RESPONSIBILITIES

This role is core to Western Digital's AI Datacenter growth strategy, sitting at the intersection of AI infrastructure build-outs, cloud platforms, High Performance Computing (HPC), and data-intensive enterprise environments.

The Senior Sales Manager, AI Datacenter, Cloud & HPC is a quota-carrying individual contributor responsible for translating strategic platform wins and AI datacenter pursuits into scalable, repeatable revenue across the U.S. channel ecosystem.

This role is designed for a seller who already operates at the level of:

• Architecture-driven solution selling
• Cloud and AI infrastructure GTM
• Multi-party, ecosystem-led deals

It requires comfort selling alongside Business Development, technical leaders, SIs, OEMs, and cloud partners, while maintaining rigorous ownership of forecasting, pipeline, and close execution.

• Reports to: Director of Channel Sales, AI Infrastructure, Enterprise & HPC
• Works in close partnership with:
  • Director of Channel Sales, AI Infrastructure & Cloud
  • Director of Business Development, Storage Platforms & AI Datacenter

This pairing intentionally mirrors the market:

• Business Development: provides technical and ecosystem support to the sales motion, driving reference architectures, design-in/design-win support, partner enablement, and platform attach guidance to accelerate opportunities
• Senior Sales Rep, AI Infrastructure & HPC (this role): owns territory and account strategy, partner-led GTM execution, deal progression and close, turning platform wins into predictable, quota-based revenue

Together, these roles cover the same AI infrastructure and HPC segments, with Sales owning the commercial strategy and outcomes, while BD amplifies execution through technical depth, partner alignment, and reusable architectures that speed adoption and attach.

Organizational Alignment

• Reports to: Director of Channel Sales – Datacenter & Enterprise
• Works in close partnership with: Director of Business Development – Storage Platforms & AI Datacenter

This pairing intentionally mirrors the market:

• Business Development: new customer acquisition, AI platform attach, ecosystem strategy, and top-of-funnel creation
• Senior Sales Manager (this role): commercial execution, partner-led GTM, deal progression, and revenue realization

Together, these roles pursue the same AI, cloud, and HPC segments, but with a clear separation of strategic creation vs. sales execution.

Revenue, Quota & Execution Leadership

• Own and deliver quota-based revenue for WD Datacenter Hard Drives and Storage Platforms across HPC, National Labs, and Sovereign Data environments
• Drive complex, multi-stakeholder deals from qualification through negotiation and close
• Convert design-wins, reference architectures, and platform attachments into predictable revenue streams
• Build and maintain quarterly territory and top-account plans aligned to the HPC, National Lab, and Sovereign Data landscape (priority accounts, buying centers, partner motions, and close plans)
• Establish joint pursuit plans with key channel partners (SI/OEM/distributor), including enablement needs, stakeholder maps, and platform attach plays
• Run a consistent weekly/bi-weekly operating cadence across active deals (next steps, risks, stakeholder alignment, and close plans)

Channel-Led GTM & Ecosystem Selling

• Execute through systems integrators, OEMs, distributors, and cloud-adjacent service providers
• Lead co-sell and joint pursuit motions with partners aligned to AI infrastructure and cloud consumption models
• Work closely with Channel Marketing and BD to:
  • Drive enablement on AI-relevant architectures
  • Support GTM campaigns and partner readiness
  • Influence partner prioritization of WD platforms
• Position WD as a strategic component of AI and cloud infrastructure, not a commodity supplier

Datacenter HDD, Platform & Capacity-Led Solutions

• Lead sales for WD's Datacenter HDD portfolio, including high-capacity, SMR, and AI-data-lifecycle-aligned solutions
• Position HDDs as foundational infrastructure supporting:
  • Tiered storage
  • Object and data lake architectures
  • Checkpointing, training data, inference data, and archival
• Sell Storage Platforms as part of validated architectures, not stand-alone products
• Support design-in, POCs, and customer evaluations with BD and technical teams

Software-Defined Storage & Architecture-Led Selling

• Confidently position WD hardware within software-defined storage and cloud-adjacent ecosystems, including:
  • Object storage
  • Distributed file systems
  • Data lake and AI data platforms
• Translate AI, ML, and HPC workload requirements into clear hardware + SDS alignment
• Support adoption of reference architectures, blueprints, and validated designs
• Help partners convert architectural value into repeatable sales motions

Cross-Functional & Executive Engagement

• Operate comfortably alongside:
  • Business Development leaders
  • Partner executives
  • Customer infrastructure and cloud teams
• Serve as a trusted commercial counterpart in advanced HPC and Sovereign cloud pursuits
• Represent WD at industry events, partner forums, and customer briefings tied to active deals

Forecasting, Pipeline & Operating Discipline

• Maintain high-confidence pipeline, forecast accuracy, and deal hygiene
• Track design-win stages, platform adoption, and revenue milestones
• Use data-driven insights to prioritize partners, opportunities, and investment

Qualifications

REQUIRED

• 10+ years in Datacenter, AI infrastructure, HPC or Sovereign Cloud technology sales
• Proven success in quota-carrying roles managing complex, consultative sales cycles
• Experience partnering closely with Business Development, strategic partnerships, and GTM/ecosystem teams
• Strong channel orientation with SIs, OEMs, distributors, and cloud-aligned partners

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