Business Development Manager (Data Centers)

Job Description

The Business Development Manager - Data Center Valve Infrastructure will play a critical role in accelerating the growth of our data center business by driving early-stage specification and approval of our Pratt Industrial Valve products with consulting engineers, EPC firms, OEMs, and end users. This role serves as the business development technical face of the company in the data center market, working upstream of traditional sales activities to ensure our products are specified, approved, and included on Approved Manufacturer Lists (AMLs) for current and future projects.

This position is not a transactional sales role. Success will be measured by increased specification penetration, AML inclusion, and long-term project pipeline development within the data center segment. In addition, this role will collaborate cross-functionally on initiatives across other industrial market segments such as (but not limited to) oil & gas markets.

The Business Development Manager - Data Center Valve Infrastructure position can be based near any major U.S. airport given the expected 75% travel.

Key Responsibilities

Specification & AML Development

· Proactively call on consulting engineers, MEP firms, EPCs, OEMs, and data center owners to drive product specification and basis-of-design positioning.

· Secure placement of company products on Approved Manufacturer Lists (AMLs) for hyperscale, colocation, and enterprise data center projects.

· Influence project specifications early in the design phase to ensure technical alignment with our product portfolio and manufacturing capabilities.

Technical Sales Support

· Act as the primary technical resource for data center-related applications, supporting internal sales teams with product selection, application guidance, and competitive positioning.

· Lead technical presentations, lunch-and-learns, and design reviews with engineering firms and customers.

· Support complex bid opportunities by providing technical clarifications, submittals, and compliance documentation.

Market & Application Expertise

· Develop deep expertise in data center infrastructure requirements, including reliability, redundancy, uptime expectations, and critical service applications.

· Provide feedback to product management and engineering on market needs, specification trends, and gaps in the current portfolio.

· Track competitive products and specifications to help refine positioning and technical differentiation.

Cross-Functional Collaboration

· Partner closely with Sales, Distribution, Product Management, Engineering, Supply Chain, and Operations to align specifications with manufacturability, lead times, forecasting, and cost structure.

· Work with marketing to support the development of technical literature, specifications, and application tools targeted to the data center market.

· Coordinate with regional and national sales teams to transition spec'd opportunities into executable sales projects.

Reporting & Metrics

· Maintain visibility into specification activity, AML wins, target accounts, and key engineering relationships.

· Provide regular updates on pipeline health, specification progress, and strategic account engagement.

150-170K

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to View email address on click.appcast.io learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy:

Skills and Requirements

Required

· Experience supporting data center, power, industrial, or mission-critical infrastructure projects.

· Bachelor's degree in Engineering (Mechanical, Electrical, Industrial, or related discipline) or equivalent technical experience.

· 5+ years of experience in technical sales, sales engineering, application engineering, or specification-driven roles within industrial, infrastructure, or mission-critical markets.

· Demonstrated experience working with consulting engineers and influencing project specifications.

· Strong technical aptitude with the ability to communicate complex concepts clearly to both technical and non-technical audiences.

· Willingness to travel extensively to support customer and project needs. Preferred

· Familiarity with Approved Manufacturer Lists (AMLs), basis-of-design processes, and long-cycle project sales.

· Experience working alongside traditional sales teams in a non-quota, influence-driven role.

· Industrial Valve experience preferred