Sales Manager, Data Center Power Generation
Listed on 2026-07-16
-
Sales
Business Development, B2B Sales, Account Manager, Technical Sales
Job Title:
Sales Manager Data Center Power Generation
Location:
North Carolina
The 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 ResponsibilitiesBusiness 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 (35x quota) of multi‑MW generator and power system projects
Expand existing strategic accounts while developing new customers
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
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.
Technical & Solution Selling
Lead solution discussions around:
- Generator systems (diesel, gas, hybrid)
- Medium‑voltage systems (515 kV) and switch gear; 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
Project & Bid Management
Lead RFQ/RFP responses and coordinate cross‑functional teams:
- Application Engineering
- Project/Program Management
- Supply Chain
Ensure seamless transition from pursuit award delivery
Manage change orders, risk, and commercial alignment throughout the sales cycle
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
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 (35x quota)
- Win rate on strategic pursuits
- Specification (spec‑in) success rate
- Market share growth in target segments
- Customer satisfaction and account retention
Education
Preferred Bachelors degree in Engineering, Business, or related field
Preferred 815+ 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 (1236 months)
Strong knowledge of:
- Generator systems and backup power solutions
- Medium‑voltage electrical systems (515 kV)
- Data center power architecture and redundancy standards
Financial and commercial acumen:
- Deal structuring
- Margin optimization
- Bid strategy and negotiations
- Consultative / solution selling
- Strategic account management
- Executive presence and stakeholder influence
- Strong negotiation and communication skills
- Cross‑functional leadership
- Pipeline discipline and forecasting rigor
40‑60% travel (customer meetings, project sites, industry events)
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