Principal Segment Sales Manager – AI Factory Fabric Software

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Develop the strategy for segments, target-customer plans, pipeline management, forecasts, and competitive analysis for NVIDIA AI factory fabric software.

• Identify and transform lighthouse customers into sustainable growth opportunities for software and services.

• Create account and partner strategies for fabric management and automation software, along with related AI infrastructure solutions.

• Formulate deal strategies and address commercial challenges regarding pricing, packaging, entitlements, support, licensing, and partner pathways.

• Design scalable strategies for sellers, OEMs, and channels that convert technical capabilities into customer success and measurable business results.

• Set operational metrics for pipeline quality, product adoption, active usage, paid attachments, renewals, and expansion initiatives.

• Utilize business signals to prioritize segment focus.

• Provide ongoing customer and field insights to Product, Product Marketing, Engineering, and Support teams.

• Ensure feedback loops with the field regarding decisions and subsequent actions.

• Represent the business to technical and executive stakeholders, clearly communicating recommendations.

⛳️ Requirements

• A bachelor's degree or equivalent professional experience.

• A minimum of 15 years of experience in segment sales, product sales, business development, partner go-to-market strategies, or similar roles in enterprise software, cloud infrastructure, networking, or AI data centers.

• Demonstrated success in creating market or segment strategies, qualifying complex opportunities, managing pipeline inspections, forecasting, deal shaping, and translating early customer demand into repeatable processes.

• Proven experience bringing enterprise software, subscription or consumption models, support services, or platform solutions to market via direct and partner channels.

• Practical knowledge of AI data center infrastructure and networking.

• Capability to discuss customer workflows encompassing building, simulation, validation, deployment, network orchestration, process automation, and operational procedures.

• Experience in influencing account teams, product groups, engineering teams, OEMs, NVIDIA Cloud Partners, enterprise clients, and channel partners without formal authority.

• Strong communication skills and sound business judgment to align customer, technical, and commercial priorities.

• Familiarity with Ethernet or InfiniBand fabrics, network management or automation software, cloud platforms, AI factory design, or infrastructure simulation and validation.

• Background in developing software and services strategies with systems integrators and ecosystem partners.

• Knowledge of NVIDIA networking and AI infrastructure offerings, including Spectrum-X, DSX Air, and UFM.

• Proven track record of leveraging adoption, usage, attachment, renewal, customer outcomes, and revenue data to enhance go-to-market strategies and investment choices.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance.

• Equity and stock options.

• Retirement savings plans.

• Generous parental leave policies.

• Variable compensation (15% of cash compensation).

• Eligibility for various benefits.