Sales Manager, Data Center Power Generation

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.