Business Development Manager

About the role

Banner Engineering is a rapidly growing company that offers many personal development opportunities, an excellent benefits package, and a collaborative team of employees who are passionate about what they do.

Responsibilities

• Engage with Original Equipment Manufacturers (OEMs) to ensure Banner solutions are positioned for liquid cooling, safety, cabling, and condition monitoring solutions in data centers.
• Build and maintain relationships with hyperscalers, consulting engineers, OEMs and others in the partner network that supply products, system or services for Datacenter builds.
• Partner with engineering firms to promote Banner solutions.
• Secure Banner product inclusion in Approved Vendor Lists (AVLs) and design specifications.
• Partner with hyperscaler procurement teams on vendor qualification and contracting processes.
• Navigate long-cycle sales between 12 and 24 months and manage a robust pipeline of hyperscale projects.
• Able to manage large complex projects that span multiple regions or areas of interest including contractors, subcontractors, consultants, distributors and end users.
• Collaborate with distribution partners for fulfillment and project execution.
• Coordinate with Banner’s Contractor / Integrator focused internal Business Development Manager to ensure downstream execution at panel shops and contractors that align with hyperscaler specifications.
• Participate in industry trade shows, associations or other such strategic events in order to expand Banner presence in the market.
• Maintain accurate records and documentation related to all opportunities, including entering them and keeping them up to date in the CRM system.
• Meet or exceed annual sales targets and pipeline development goals.

Qualifications

• Required: Bachelor’s Degree in Engineering, Physics, Business, or related field, or equivalent professional experience.
• Minimum of 5 years of experience selling into the data center ecosystem with strong relationships across hyperscalers (AWS, Google, Microsoft, Meta, etc.).
• Existing network within hyperscalers, OEMs, consulting engineers, or MEP contractors.
• Strong technical sales ability and expertise in automation / controls, sensing, cabling, and safety systems.
• Nurture existing business relationships and expand contact databases while mapping out new departments and areas of interest within these accounts.
• Proven ability to influence design specifications and manage long sales cycles.
• Proficiency in MS Office Suite.
• Strong verbal and written communication skills.
• Ability to effectively manage long projects and collaborate across teams.
• Ability to travel up to 50% to meet distributors or customers.

Skills

• Understanding of MEP design processes and data center standards (Tier levels, PUE, uptime Institute).
• Familiarity with Salesforce CRM, ChatGPT, etc.
• Experience working in a fast-paced environment.
• Demonstrated ability to manage multiple projects.
• A strong interest in/or alignment with data center industry trends.

Pay and Benefits

Banner Engineering is committed to offering competitive pay and benefits, including, but not limited to: 401(k) with match, Student Loan 401(k) match program, Medical, Dental, and Vision Insurance Plans, HSA (Health Savings Account) with company contribution, Paid Time Off (PTO), Sales Bonus and Profit Sharing Eligibility, Flexible work hours, Life Insurance, Paid Parental Leave, Pet Insurance, Base Pay Range: $120,550.00 - $174,563.00.

What to Expect at Work

• Physical Demands: May sit for up to 8 hours per day. Continuous movement, walking, or standing at times. Exposed to a computer screen for extended periods. May require repetitive motions such as utilize a computer mouse, keyboard, computer, and other standard office equipment. Communicate with others frequently. Ability to travel by car or airplane to customer sites frequently 50%.
• Working Environment: Corporate office environment – indoor and climate-controlled. Frequent interaction with external partners and customers, as well as employees across all levels of the organization. Exposure to moderate noise, moving mechanical parts, and temperature changes in production areas. PPE may be required in specific areas (e.g., safety glasses, hearing protection).
• Field Position: Working on-site at customers, from your car, and from your home depending on the day. Exposure to various manufacturing, warehousing, or related industrial locations as well as moderate noise, moving mechanical parts, and temperature changes in production.

Core Values

• Customer Driven
• Accountability Focused
• Integrity Always
• New Solutions – Every Day