Sunon inc招聘Business Development Manager1位，Base Seattle，薪酬 From $100,000.00+ per year

Job Description
Based in Seattle, you’ll sell server and rack-level thermal hardware for AI cloud servers—fans, integrated modules, and air-to-liquid/hybrid cooling—into Microsoft and AWS. You’ll meet their engineering and sourcing teams on campus, turn AI platform requirements into proposals, samples, and validation plans, and drive design-ins from concept to MP. Day to
day, you’ll coordinate with our R&D and manufacturing teams in Asia to keep builds and schedules on track. You own the pipeline, the forecast, and the close. Hyperscale hardware
sales experience is required; current ties at Microsoft and/or AWS are strongly
preferred. Mandarin/English bilingual is a plus.

Responsibilities
• Prospect and qualify opportunities at Microsoft and AWS and within their
ODM/OEM ecosystem.
• Meet on campus (Redmond/Seattle) to present hardware, capture
requirements, and lock next steps.
• Build long-term relationships through regular touchpoints, onsite reviews, and
key industry events.
• Turn requirements into proposals, quotes, and sample/validation plans;
manage RFIs/RFQs and NDAs/MSAs.
• Drive design-ins from concept to MP; support EVT/DVT/PVT, thermal
validation/qualification, and pilots.
• Coordinate daily with R&D and manufacturing in Asia on builds, schedules, and
escalations.
• Track POs, samples, shipments, and issues; resolve problems quickly with
internal teams.
• Keep CRM current; deliver pipeline, forecast, and account status reports on time.
• Follow up after delivery to confirm performance and customer satisfaction; close action items.
• Provide first-line technical/commercial support; route deeper topics to engineering/FAE as needed.
• Monitor Microsoft/AWS roadmaps, competitors, and cooling shifts (air →liquid/hybrid); refine targeting and messaging.
• Feed product and pricing input to shape the roadmap and reduce Total Cost of Ownership (TCO).
• Stay current on AI-server thermal topics: airflow/pressure, acoustics, heat sinks, cold plates, manifolds, CDUs, coolant management, rack architectures,and qualification standards.
• Build and execute a Seattle/Pacific Northwest account plan; coordinate with other U.S. teams as needed.
Experience:
• 5+ years in hyperscale/server hardware sales or BD, selling into Microsoft and/or AWS or their ODMs/OEMs (fans, heat sinks, modules, liquid/hybrid cooling preferred).
• Seattle area–based with regular onsite at Redmond/Seattle; travel ~25–40%(customer visits and Asia trips as needed).
• Current working relationships with engineering, hardware program management, and sourcing/vendor management at Microsoft/AWS (or their ODM partners).
• Hands-on with the hyperscale development cycle: RFI/RFQ, supplier onboarding, NDA/MSA/SOW, EVT/DVT/PVT, thermal validation/qualification, pilot/MP, ECO/PCN change control.
• Strong pipeline discipline: clean CRM, accurate forecasting, rigorous follow-through, on-time reporting.
• Comfortable working across time zones with Asia (early/late calls when needed).
• Bachelor’s in ME/EE/CE or Business with strong technical aptitude (or equivalent experience).
• Able to discuss AI-server thermal basics in plain terms: airflow/pressure,acoustics, heat sinks, cold plates, manifolds, CDUs, coolant management, rack architectures.

Preferred Experience:
• Design-in wins for server/rack-level thermal hardware: high-performance fans, heat sinks, cold plates, manifolds, CDUs, or integrated air-to-liquid solutions—at Microsoft/AWS or their ODM/OEM partners (e.g., Quanta, Wiwynn,Foxconn, Wistron, Inventec).
• Familiar with hyperscale qualification and build stages: EVT/DVT/PVT → MP, lab validation, reliability, and change control (ECO/PCN).
• Exposure to rack/power/cooling interfaces, and data-center deployment constraints (nice to have).
• Proven track from first meeting to production with clear revenue and margin outcomes.
• Pricing/contracting: quotes, NRE/tooling, NDAs/MSAs/SOWs, LTAs, and cost-down/VA-VE planning with a Total Cost of Ownership (TCO) lens.
• Comfortable with supplier portals and onboarding flows (e.g., Ariba,Microsoft/AWS sourcing/vendor systems).
• Cross-time-zone collaboration with Asia R&D/manufacturing, plus tight coordination with supply chain and quality.
• Mandarin/English bilingual is a plus.
Benefits:
• 401(k)
• 401(k) matching
• Cell phone reimbursement
• Medical Health Insurance: (Dental/Medical/Vision)
• Paid time off
• Prescription drug insurance
• Referral program
Pay:
• From $100,000.00 per year
Schedule:
• 8-hour shift
• Monday to Friday
Supplemental Pay:
• Bonus opportunities
• Commission pays
Job Type:
• Full-time
Willingness to travel:
• 25% to 40% (Preferred)
Work Location:
• Remote (must be based in Seattle area)