Enterprise Sales Executive - Data Centers

About the role

We are partnering with a privately held, multi-billion-dollar industrial organization to identify an Enterprise Sales Executive to join its rapidly growing Power Systems business. The organization has built a significant presence supporting the data center and critical infrastructure markets, with its data center power business growing nearly 100x over the past five years. Continued investment in people, infrastructure and capacity has positioned the business for another significant phase of growth. This is a unique opportunity to join an established business with significant momentum and help build the next chapter of growth by developing relationships with customers the organization does not serve today.

Responsibilities

• Identify and develop new data center customers and strategic opportunities across North America
• Build relationships with key decision-makers and influencers throughout the data center ecosystem
• Create new opportunities through proactive prospecting, networking, industry events and existing market relationships
• Develop relationships early in the customer planning and capital investment cycle
• Establish the organization as a trusted partner with customers it does not currently serve
• Build and manage a strategic pipeline of large, complex power generation opportunities
• Maintain visibility into future data center development and infrastructure investment
• Lead complex, long-cycle sales pursuits involving multiple customer and internal stakeholders
• Develop account and pursuit strategies for high-value opportunities
• Understand customer business objectives, technical requirements, procurement processes and commercial considerations
• Navigate sophisticated pricing, financial and contractual discussions
• Partner with technical and engineering resources to develop solutions aligned with customer requirements
• Maintain momentum throughout extended sales cycles and convert relationships into meaningful commercial opportunities
• Represent the organization with credibility at senior and executive levels
• Develop strong relationships with data center owners, operators, developers, engineering firms, contractors and other key industry participants
• Build credibility within the hyperscale, colocation and mission-critical infrastructure communities
• Participate in relevant industry conferences, customer meetings and networking events
• Stay closely connected to market trends, competitive activity and emerging customer requirements
• Leverage industry relationships to identify opportunities before they reach the formal bid or procurement stage
• Work closely with Power Systems leadership, engineering, operations, manufacturing and commercial teams to pursue and win new business
• Coordinate internal resources throughout the customer development and sales process
• Provide market intelligence and customer feedback to help inform commercial and growth strategy
• Ensure commitments made during the sales process are aligned with organizational capabilities and customer expectations
• Transition newly won customers effectively to the broader account and execution teams while remaining engaged as appropriate

Requirements

• Significant experience in business development, strategic sales or complex account development within data centers, power generation, critical power or related infrastructure markets
• Demonstrated success developing new customers and new business, rather than solely managing established accounts
• Experience selling