Business Development Manager - Data Centers

We are seeking a dynamic and results-driven Business Development Manager to lead our expansion into the Edge & Telecom Data Facility Cooling segment within North America. This role will be responsible for developing and executing a strategic sales plan to grow our distribution partner network while directly selling to cooling equipment customers. The ideal candidate is a seasoned sales professional with a strong background in the data center cooling or HVAC industry and a proven track record of building and leading high-performing sales teams.

This commercial focused leader will drive sustainable revenue growth by identifying market opportunities building key relationships, and ensuring alignment with overall business objectives. This role requires a strategic thinker who can translate market trends into actionable commercial, product , and go to market strategy including robust sales initiatives while delivering hands-on customer engagement.

Sales Strategy:

• Develop and execute a comprehensive commercial, product, go to market, and sales strategy to achieve sustainable growth of revenue and profit, and market share expansion
• Use insights from market trends, competitor analysis, and customer feedback to refine strategies and drive growth.
• Built, mentor, and lead a high performing sales team and/channel network suitable for the size of the revenue and future opportunity
• Prepare and present sales forecasts, reports, and performance metrics to the executive team.

Channel Development:

• Develop and manage a robust channel partner program, including identifying potential partners, negotiating agreements, and providing ongoing support and training to ensure their success.
• Collaborate with channel partners to create joint business plans, set sales targets, and develop marketing strategies to drive mutual growth.
• Conduct regular performance reviews with channel partners to assess their sales pipeline, address challenges, and identify opportunities for improvement.

Sales Funnel Process:

• Build and drive internal sales funnel process for channel network development and key account direct sales in targeted segments.
• Support external partners in building and driving their sales funnel processes, provide guidance and best practices.
• Oversee the entire sales funnel process both internally and on channel partner side, from lead generation and qualification to conversion and closing, ensuring an efficient and effective approach
• Ensure sales team provide accurate and timely quotations and relevant support to key accounts and channel partners, ensuring a smooth sales process.
• Ensure a high level of customer service by addressing inquiries, resolving issues, and maintaining strong relationships with key accounts and channel partners.
• Utilize Salesforce.com CRM for tracking sales teams leads, manage opportunities, and automate follow-up tasks to close deals faster

VoC and Market Trend Monitoring:

• Collect and analyze Voice of Customer (VoC) data to gain insights into customer needs, preferences, and pain points, and use this information to drive product and service improvements.
• Monitor market trends, competitive activities, and customer needs to refine sales strategies and ensure a competitive edge.
• Collaborate with the marketing and product development teams to align sales initiatives with overall business goals.
  

• Bachelor's Degree in Engineering, Marketing, or Communications or related field with the right experience.
• Minimum of 5 years of experience in sales of highly engineered capital goods to industrial or commercial customers, experience in HVAC&R or data center cooling equipment is a plus
• Technical Knowledge: Strong understanding of Data Center technologies and industry trends. Ability to articulate complex technical information in a clear and persuasive manner.
• Proven track record of developing distribution networks and achieving sales targets.
• Strong leadership and team-building skills with experience managing a sales team.
• Skills: Excellent communication, negotiation, and presentation skills. Proven ability to coach sales team and channel partners in critical elements of selling process, including Value Sell, Account Plans, Opportunity Plans, Pre-Call Planning, etc.
• Attributes: Self-motivated, results-oriented. Proven track record of thriving in a fast-paced, target-driven environment. Strategic thinker with the ability to analyze data, identify trends, and make informed decisions.
• Proficient in CRM software and other sales tools.