Job Title: Sales Manager – Data Center Power Generation
Location: North Carolina
Role Overview
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 Responsibilities
1. 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 (≥3–5x 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 → award → 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 (≥3–5x quota)
- Win rate on strategic pursuits
- Specification (“spec-in”) success rate
- Market share growth in target segments
- Customer satisfaction and account retention
Qualifications & Experience
Education
- Preferred Bachelor’s 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)
Why Join Ingersoll Rand
- Be part of a high-growth, high-impact market powering the digital economy
- Work in a culture that values ownership, accountability, and continuous improvement
- Collaborate with a team committed to innovation, operational excellence, and customer success
- Play a critical role in securing strategic, multi-year platform wins that shape the future of mission-critical infrastructure
What We Value at Ingersoll Rand:
- We think and act like owners. We take accountability, bounce back from setbacks, and operate with a bias for action.
- We are bold in our aspirations. We tackle hard problems with confidence, humility, and integrity.
- We foster inspired teams. We embrace diverse perspectives and are committed to equity and inclusion.
- We are committed to making our customers successful. We aim to be connected for life, delivering essential and mission-critical solutions.
