Director of Data Center Sales & Strategy

Responsibilities & Expectations

• Lead the national commercial strategy for the company’s largest and fastest-growing market segment: data centers.
• Drive revenue growth by building qualified pipeline, closing new business, and deepening strategic relationships with key buying centers, including EPCs, hyperscalers, and colocation providers.
• Orchestrate cross-portfolio selling across the company’s full product and service offering while operating with the urgency and accountability expected in a high-growth, performance-driven environment.
• Develop and execute a comprehensive national data center sales strategy aligned with growth targets.
• Anticipate and adapt to rapid design cycles, hyperscaler requirements, and evolving market dynamics.
• Partner with executive leadership to shape go-to-market plans and prioritize strategic investments.
• Build and maintain executive-level relationships with EPC firms, hyperscalers, and colocation providers.
• Map and influence complex buying centers to ensure the company is positioned as a strategic partner.
• Establish a structured account coverage model that goes beyond regional sales boundaries.
• Orchestrate integrated sales campaigns that leverage the full portfolio of offerings—including switchgear, transformers, motors, generators, and field services.
• Partner with product line leaders to align solution strategies with data center customer needs.
• Drive consistency in pricing, value proposition, and execution across all regions and products.
• Lead the development of standardized sales playbooks and engagement models specific to data center clients.
• Carefully coordinate national bid strategies, project pursuits, and customer engagement schedules.
• Establish clear performance metrics, KPIs, and reporting cadence to drive accountability.
• Maintain accurate and timely CRM records for all customer meetings, opportunities, and pipeline activity; communicate results through standard reporting channels without requiring repeated requests or proposing alternative processes.
• Operate with the pace and decisiveness required in a high-growth, private equity-backed environment; prioritize external revenue-generating activity over internal project work, market research, or materials development.
• Partner closely with Regional Sales Leaders to ensure seamless execution.
• Engage cross-functional teams—including Marketing, IT/CRM, and product line leaders—as collaborative partners through established intake and coordination processes; route requests through the appropriate channels with adequate lead time to respect shared team bandwidth.
• Model servant leadership within the team and across the organization: set direct reports up for success through coaching, structured onboarding, and clear pursuit methodology rather than directing from the sideline.
• Build internal credibility as a collaborative partner by earning trust through consistent delivery, proactive communication, and respect for the operating processes that serve the broader organization.
• Provide market intelligence, competitive analysis, and customer feedback to inform product and operational strategies.

Qualifications and Competencies

• Bachelor’s degree in Business, Engineering, or related field (MBA preferred).
• 10+ years of sales leadership experience, with a strong background in data centers, electrical infrastructure, or large capital equipment.
• Proven track record of developing strategic relationships with EPCs, hyperscalers, or colocation providers.
• Strong understanding of complex buying centers and cross-functional sales orchestration.
• Excellent strategic planning, negotiation, and executive communication skills.
• Ability to travel up to 40%+.