Director of Sales - Data Centers focused

Key Responsibilities

• Develop and execute a comprehensive go-to-market and sales strategy for data center and colocation services.
• Lead market penetration efforts targeting enterprise, hyperscale, and service provider customers.
• Collaborate with executive leadership to align sales objectives with the company’s growth strategy and capacity planning initiatives.
• Identify emerging market trends (e.g., edge computing, AI workloads) to shape product offerings and sales positioning.
• Recruit, mentor, and lead a high-performing team of sales managers, account executives, and business development professionals.
• Set quantitative and qualitative sales objectives with clear KPIs (e.g., occupancy rates, MRR, cross-connect growth).
• Implement consistent sales processes and performance management systems.
• Foster a culture of accountability, collaboration, and innovation within the sales organization.
• Identify and secure new enterprise and hyperscale clients through strategic outreach and relationship building.
• Cultivate key accounts to drive renewals, expansions, and multi-site deployments.
• Develop strong partnerships with ecosystem players such as network carriers, cloud providers, and system integrators.
• Represent the company at industry conferences (e.g., Data Center World, DCAC, PTC) and client engagements.
• Oversee CRM systems (e.g., Salesforce) to track pipeline activity, leads, and customer conversions.
• Collaborate with operations, engineering, and finance teams to develop competitive proposals and capacity planning forecasts.
• Ensure accurate pricing strategies that align with market dynamics, cost structures, and target margins.
• Drive process improvements across the sales cycle, from lead generation through contract execution.
• Provide executive-level sales forecasts, performance metrics, and strategic insights.
• Analyze sales performance against goals and recommend tactical adjustments based on data and market intelligence.
• Evaluate regional demand trends to guide investment decisions in new or expanding data centers.

Qualifications

• Experience: 8–10+ years in data center, telecommunications, or cloud infrastructure sales leadership.
• Proven track record of selling large-scale data center or colocation solutions to enterprise and hyperscale customers.
• Deep understanding of power, cooling, interconnection, and data center design fundamentals.
• Strong network within the industry (e.g., real estate developers, carriers, system integrators, MSPs).
• Skilled in contract negotiation, financial modeling, and complex deal structuring.
• Proficiency in CRM and sales analytics tools.

Key Competencies

• Strategic and technical sales acumen
• Deep understanding of data center economics and capacity management
• Excellent negotiation and relationship-building skills
• Ability to lead and inspire a distributed sales team
• Strong analytical, forecasting, and executive presentation skills