Job Title: Sales Manager - Data Center Power GenerationLocation: North Carolina
Role OverviewThe Sales Manager - Data Center Power Generation is a strategic commercial leader responsible for driving revenue growth, market share expansion, and key account development within the data center market. This role owns the full sales lifecycle for medium-voltage (MV) generator systems and backup power solutions, serving hyperscale, colocation, and EPC customers. The position requires strong technical sales expertise, design-phase influence ("spec-in"), and the ability to manage complex, multi-million-dollar project sales cycles.
Key Responsibilities1. Business Development & Pipeline Growth- Identify, develop, and convert opportunities with:
- Hyperscale data center operators (e.g., AWS, Microsoft, Google)
- Colocation providers (e.g., Equinix, Digital Realty)
- EPC firms and consulting engineers
- Build and maintain a robust pipeline (63-5x quota) of multi-MW generator and power system projects
- Expand existing strategic accounts while developing new customers
2. Strategic Sales Execution- Lead pursuit strategy for large-scale, complex backup power projects ($10M-$100M+)
- Influence specifications early in the design phase through consultative selling and engineering engagement
- Own commercial strategy including:
- Pricing
- Bid development
- Contract negotiation
- Drive win strategies to maximize revenue and margin performance
3. Key Account Management- Build and maintain executive-level and technical relationships with strategic accounts
- Develop account plans aligned with customer expansion and capacity roadmaps
- Position the company as a trusted partner for mission-critical infrastructure
- Increase share of wallet within key customers
- Key partnership development, with diesel generator OEM to strengthen market offerings.
4. Technical & Solution Selling- Lead solution discussions around:
- Generator systems (diesel, gas, hybrid)
- Medium-voltage systems (5-15 kV) and switchgear; as required
- Data center redundancy architectures (N+1, 2N) (to understand)
- Load profiles, uptime, and reliability requirements (to understand)
- Partner with engineering to deliver customized and optimized solutions
5. Project & Bid Management- Lead RFQ/RFP responses and coordinate cross-functional teams:
- Application Engineering
- Project/Program Management
- Supply Chain
- Ensure seamless transition from pursuit 12 award 12 delivery
- Manage change orders, risk, and commercial alignment throughout the sales cycle
6. Cross-Functional Collaboration- Work closely with:
- Engineering (solution development)
- Program/Project Management (execution alignment)
- Order Management (order accuracy and fulfillment)
- Service teams (lifecycle and O&M opportunities)
- Ensure strong alignment between sales commitments and operational delivery
7. Market Intelligence & Strategy- Monitor and analyze:
- Competitive landscape (e.g., CAT, Cummins, MTU, Generac, Kohler)
- Pricing trends and specification shifts
- Data center growth, AI workload demand, and power density trends
- Provide insights to inform product strategy and go-to-market approach
Key Performance Indicators (KPIs)- Revenue and bookings performance
- Gross margin performance
- Pipeline coverage (63-5x quota)
- Win rate on strategic pursuits
- Specification ("spec-in") success rate
- Market share growth in target segments
- Customer satisfaction and account retention
Qualifications & ExperienceEducation- Preferred Bachelors degree in Engineering, Business, or related field
- Preferred 8-15+ years in technical or industrial sales
- Minimum 5+ years in data center, power generation, or mission-critical infrastructure
- Proven success selling:
- Multi-million-dollar capital equipment
- Project-based engineered solutions
- Experience with long sales cycles (12-36 months)
Technical & Commercial Expertise- Strong knowledge of:
- Generator systems and backup power solutions
- Medium-voltage electrical systems (5-15 kV)
- Data center power architecture and redundancy standards
- Financial and commercial acumen:
- Deal structuring
- Margin optimization
- Bid strategy and negotiations
Skills & Competencies- Consultative / solution selling
- Strategic account management
- Executive presence and stakeholder influence
- Strong negotiation and communication skills
- Cross-functional leadership
- Pipeline discipline and forecasting rigor
Travel Requirements- 40%-60% travel (customer meetings, project sites, industry events)
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