Business Development Manager (Data Center) West

About the Role

We are a global specialist engineering company that creates breakthrough solutions in fluid and motion control applications, focusing on five market sectors: Industrial Automation, Process Automation, Climate Control, Life Science and Fluid Control, and Transport. The Business Development Manager role will have a specialized focus on Data Centers, driving growth of our data center solutions through strategic market development, relationship building, and deal origination. This hybrid/remote position requires a deep understanding of the data center market and a proven track record in business development.

Responsibilities

• Develop and execute targeted market expansion plans, account penetration strategies, and growth initiatives for the Data Center market across the Western U.S., supporting Hyperscale, colocation, and large enterprise projects.
• Conduct ongoing primary market research to identify real-time trends, customer needs, procurement behaviors, supply chain dynamics, competitor activity, and emerging opportunities.
• Identify, navigate, and close high-value, multi-stakeholder opportunities with long sales cycles (over 6 months) in mission-critical environments.
• Leverage industry network to secure new accounts, engage high-level decision-makers, and nurture relationships with data center investors/owners, A&E firms, consultants, and partners early in the build design phase.
• Cultivate executive-level alliances across the Data Center value chain, including operational directors, facility owners, A&E consultants, engineering partners, and construction stakeholders.
• Translate complex hydronic balancing, HVAC flow control, and liquid cooling performance into clear value propositions and Total Cost of Ownership (TCO) models for engineering and construction teams.
• Represent IMI as a thought leader at major mission-critical forums, summits, and conferences to build brand authority and generate pipeline.
• Partner with internal teams (sales, engineering, operations, logistics) to develop sales tools, presentations, proposals, and project plans for flawless execution from specification through commissioning.
• Maintain rigorous CRM reporting on sales activities, deal velocity, pipeline conversion, client feedback, product performance, and competitive intelligence in Salesforce.
• Support corporate initiatives to gather client feedback for strategic decisions and executive-level forecasting.

Requirements

• Bachelor’s degree in Business, Engineering, or a related field; MBA preferred.
• Minimum of 7 years of experience in new business development, sales, or a related role within the Data Center industry in the U.S. or Canada.
• Demonstrated expertise in hydronic balancing valves and HVAC flow control for mission-critical cooling environments at scale.
• In-depth understanding of the Data Center market, including trends, technologies, customer requirements, competitive dynamics, and key industry players.
• Strong analytical, negotiation, and communication skills, with proficiency in Salesforce CRM and Microsoft Office Suite.
• Self-motivated, results-oriented, and able to work independently while collaborating with cross-functional teams.
• Ability to travel up to 40% (predominantly domestic).

Benefits

• Competitive salary range of $150,000–$175,000, with a 30% bonus on-target earnings.
• Multiple health plan options (HMO, PPO, High-Deductible) with low-cost share.
• Best-in-class 401K plan with zero vesting and up to 6% employer matching contribution.
• 14-week maternity leave and 4-week paternity leave at full pay after one year of service (adoption benefits equivalent).
• Employee Resource Groups (e.g., Pride Network, Network of Women) for community and support.
• Paid time off (PTO) including inclusive holidays.
• Career development opportunities through IMI’s ‘Catalyst’ Program.
• Employer contributions to Health Savings Accounts, free virtual telemedicine, and teletherapy.
• Mental health and wellness programs for employees and families.
• Voluntary benefits including critical illness insurance, hospital indemnity, legal insurance, identity theft protection, and pet/home/auto insurance discounts.
• Short- and long-term disability coverage, plus basic life insurance at 2x salary (no cost to employee).
• Free financial advisors, webinars, and classes through Charles Schwab.
• Annual Employee Stock Purchase Plan with the option to purchase IMI shares at a reduced price.