Business Development Manager (Data Center) West

We are a global specialist engineering company that creates breakthrough solutions. We partner with customers to solve the demands of today and prepare for the challenges of tomorrow, embracing innovation to deliver outcomes that are good for business, everyday life, and a better world. Our focus spans five market sectors: Industrial Automation, Process Automation, Climate Control, Life Science and Fluid Control, and Transport. Within Climate Control, we provide hydraulic solutions for water-based heating and cooling systems, ensuring perfect indoor climates with minimal energy consumption. Our leading brands are trusted in over 100,000 building projects worldwide, offering expertise in pressure maintenance, water quality, regulation, control, actuators, and thermostatic control.

About the role

This Business Development Manager role specializes in Data Centers. You will identify new business opportunities, build and maintain key stakeholder relationships, and drive growth for our data center solutions. The position requires a strategic thinker with deep market knowledge and a proven track record in business development. This is a hybrid/remote role.

Responsibilities

• Develop and execute targeted market expansion plans, account penetration strategies, and growth initiatives for the Data Center market, aligning with IMI’s global objectives while establishing a strong presence across the Western U.S. and supporting Hyperscale, colocation, and large enterprise (Fortune 500) projects.
• Conduct ongoing primary market research to identify real-time trends, customer needs for large-scale cooling, procurement behaviors, supply chain dynamics, competitor activity, and emerging opportunities within the data center industry.
• Identify, navigate, and close high-value, multi-stakeholder opportunities with long sales cycles (often exceeding 6 months), driving revenue growth in complex, mission-critical environments.
• Leverage your industry network to secure new accounts, engage high-level decision-makers (including mechanical consultants and EPC leads), and nurture relationships with data center investors/owners, A&E firms, consultants, and other key 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, construction stakeholders, and industry influencers.
• Collaborate with product leads to translate complex hydronic balancing, HVAC flow control, and liquid cooling performance into clear value propositions and Total Cost of Ownership (TCO) models that resonate with engineering, design, and construction teams focused on uptime, energy efficiency, and PUE.
• Represent IMI as a trusted authority at major mission-critical forums, summits, and conferences to build brand authority, generate pipeline, and strengthen market credibility.
• Partner with internal sales, engineering, operations, and logistics teams to develop sales tools, presentations, bespoke proposals, and project plans that ensure flawless execution from specification through commissioning.
• Maintain rigorous CRM reporting in Salesforce, tracking sales activities, deal velocity, pipeline conversion, client feedback, product performance, market trends, and competitive intelligence to inform 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 directly related role within the Data Center industry in the United States 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 industry trends, emerging technologies, customer requirements, competitive dynamics, and key market participants.
• Strong analytical (Excel), negotiation, and communication (PowerPoint, Word) skills, with the ability to translate customer needs into compelling value propositions.
• Proficiency in Salesforce CRM and Microsoft Office Suite.
• Self-motivated, results-oriented, and capable of working independently while collaborating effectively with cross-functional teams (sales, operations, engineering, logistics).
• Ability to travel up to 40% (primarily domestic).

Benefits

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

Benefits plans may evolve annually, but IMI ensures employees have access to tools and resources to stay informed and supported.