Director, Customer Vertical, Data Centers

The Role

We are seeking a Director, Vertical Market - Data Centers. This role will be located within the Water Solutions and Services segment (WSS) and will focus on developing, leading, and directing commercial initiatives aimed at increasing penetration for our water treatment products and services within the Data Center vertical market.

Core Responsibilities

• Key Accounts
  - Segment the market and identify key accounts based on business potential
  - Cultivate positive and lasting relationships with key account holders
  - Manage critical accounts with responsibility for revenue, profit, and Voice of Customer (VOC)

• Market Analysis
  - Promote products
  - Conduct opportunity size analysis
  - Understand and communicate industry trends to a broader Xylem team to increase potential for sales within the Data Center industry
  - Work closely with the product team to build business cases necessary to support new or enhanced product solution development

• Strategic Leadership
  - Define and execute Xylem’s overall approach to the Data Center vertical market
  - Drive growth through differentiated product and service offerings
  - Direct and coordinate efforts with a team of Vertical Market Leads and Business Developers
  - Lead vertical specific go-to-market strategies, including value propositions, messaging, and market campaigns aligned with Data Center customer needs

• Performance & Growth
  - Drive sales pipeline development by partnering with sales and marketing resources to identify, prioritize, and advance qualified opportunities across regions
  - Increase share of wallet per customer within the vertical
  - Own the “virtual P&L” for the vertical, including accountability for segment KPI’s

• North American Focus, International Responsibility
  - Operate with a focus on the North American market, while identifying potential international opportunities and promoting appropriately
  - Interface, collaborate, and support international colleagues

Key Competencies

• Responsible for Xylem's overall approach to the market and will drive growth by carefully and selectively pursuing actions to differentiate Xylem's product and service offers to the market

• Provides vertical market leadership to commercial team; identifies and resolves most complex problems and applies problem-solving skills to deal with most situations

• Creates market campaigns designed to increase awareness of Xylem solutions and services among internal and external users, influencers, and specifiers

• Translates industry drivers into actionable market and sales initiatives designed to increase sales into the relevant vertical market

• Growth in sales and EBITDA for the relevant vertical market

• Growth in rate of success for pursuit of opportunities in vertical market

• Increased vertical market sales penetration, measured both by penetration into number of customers, as well as by increased share of wallet captured per customer in the vertical market

• Owner of "virtual P&L" of vertical market, (KPI's for role include market P&L)

• Directs sales and R&D strategy and direction within customer segment

• Critical key account assignments with revenue, profit, and VOC responsibility for Xylem business within a vertical

Position Requirements/Preferences

• Formal education/experience requirements: BS/BA in related discipline, such as marketing, engineering, or environmental science + 10 years Marketing and/or relevant industry experience

• Formal education/experience preferences: Master’s degree in related discipline, such as business, marketing, engineering, or environmental science + 8 years

• Proven track record in solution and value selling

• Strong leadership and strategic planning capabilities

• International experience highly preferred

• 25%-50% travel within mostly continental US, potential international travel required

• High proficiency in English required

Locations

• Charlotte, NC
• Chicago, IL
• Atlanta, GA

Salary

The estimated salary range for this position is $175K to $200K plus bonus. Starting pay is dependent on multiple factors, such as skills, experience and work location, and is not typically at the top of the range. At Xylem we offer competitive compensation with a generous benefit package, including Medical, Dental, and Vision plans, as well as 401(k) with company contribution, paid time off, paid parental leave, and tuition reimbursement.