Business Development Manager

About the role

The Business Development Manager plays a key role in driving growth by partnering closely with hyperscalers and their consulting engineers to influence design specifications and secure Banner product placement in new hyperscale data center projects.

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.
• Promote Banner solutions to engineering firms.
• 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.
• 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.
• Meet or exceed annual sales targets and pipeline development goals.
• Track and report on forecasted orders, ensuring visibility of outcomes.
• Maintain accurate records and documentation related to all opportunities, including entering them and keeping them up to date in the CRM system.
• Uphold compliance with organizational policies, procedures, and applicable regulations.
• Other duties as assigned.

Requirements

• Bachelor’s Degree in Engineering, Physics, Business, or related field, or equivalent professional experience
• A minimum of 5 years of experience selling into the data center ecosystem with strong relationships across hyperscalers (AWS, Google, Microsoft, Meta, etc.)
• Has an 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
• Strong proactive prospecting and data mining experience using tools such as LinkedIn Sales Navigator or Zoom
• 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%

Qualifications

• 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

Skills

• Technical Sales Ability
• Relationship Building
• Project Management
• Collaboration
• Prospecting and Data Mining
• Long Cycle Sales
• CRM Proficiency
• Communication Skills
• Travel

Benefits

• 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

Pay

Base Pay Range: $120,550.00 - $174,563.00

Schedule

Full time