Senior Director, Sales & Business Development

The Senior Director, Sales & Business Development is responsible for leading commercial strategy and business development activities for a growing data center and energy infrastructure business in the United States. This role is accountable for accelerating market adoption of cooling, power generation, power distribution, and modular infrastructure solutions within the data center sector. The position provides leadership in developing a customer-focused, performance-driven sales organization capable of securing strategic accounts, strengthening long-term customer relationships, and delivering profitable growth. The Senior Director is responsible for positioning an integrated portfolio of centrifugal chillers, cooling distribution systems, gas engines, emergency generators, power distribution solutions, and modular utility offerings. These solutions support speed to market, quality, scalability, energy efficiency, and reliability for next-generation data center infrastructure. This position leads early customer engagement to influence project specifications, shape demand, and position the company’s solutions during the planning phase. The role also establishes commercial discipline through pipeline qualification, pricing strategy, and deal selection processes that support profitability, risk management, and sustainable business growth. As a senior leader within a growing U.S. business, this position builds and scales commercial capabilities, aligns with global teams, and ensures product, delivery, and commercial strategies support market penetration and long-term business objectives. The Senior Director collaborates with global stakeholders to align priorities, support effective execution, and advance the company’s long-term growth strategy.

JOB RESPONSIBILITIES

Commercial Leadership Own full commercial responsibility for revenue growth, margin expansion, and quality of order intake within the U.S. market. Promote and position the company’s cooling, power generation, power distribution, and modular infrastructure solutions to increase market share and customer adoption. Develop and execute go-to-market strategies focused on high-value, solution-based selling. Establish and enforce pricing strategies, commercial models, and deal governance frameworks that prioritize profitability and risk control. Drive disciplined sales execution focused on revenue growth and sustainable margin performance. Business Development Identify, target, and secure strategic customers and anchor accounts, including hyperscale operators, neocloud providers, colocation operators, data center developers, engineering and construction firms, and utilities. Build customer acquisition strategies that expand market presence and establish long-term business relationships. Lead early-stage customer engagement to influence specifications and position the company’s solutions as preferred standards. Develop and manage a high-quality sales pipeline with clear qualification criteria focused on high-probability and high-margin opportunities. Originate, structure, and pursue complex, large-scale opportunities with strong commercial returns. Establish and expand strategic partnerships and alliances across the data center, infrastructure, and energy markets. Sales Execution Lead the full sales process, including customer engagement, solution development, proposal preparation, negotiation, and contract finalization. Drive integrated solution selling by combining cooling, power, and modular infrastructure offerings into a differentiated customer value proposition. Ensure proposals are technically competitive and commercially optimized for margin, lifecycle value, execution risk, and contractual risk allocation. Implement disciplined sales processes, including pipeline reviews, forecasting, qualification standards, and Go or No-Go decision frameworks. Improve win rates, deal quality, and commercial performance through structured execution and performance management. Customer and Stakeholder Management Build and maintain strong, long-term relationships with key customers while positioning the company as a strategic infrastructure partner. Engage executive-level stakeholders to secure repeat business, strategic partnerships, and long-term agreements. Develop and execute account strategies that support sustained revenue growth and customer expansion. Serve as the primary commercial connection between customers and internal teams. Collaborate closely with global leadership and cross-functional stakeholders to align business strategy, product roadmaps, customer requirements, and execution plans. Organization and Team Development Build and scale a high-performing sales and business development organization. Establish clear roles, performance metrics, and accountability across sales, key account management, and business development functions. Develop a sales culture that emphasizes ownership, responsiveness, discipline, customer service, and profitability. Recruit, mentor, and lead a team capable of managing complex, high-value commercial opportunities. Lead and develop direct reports across sales, key account management, and business development functions. Establish clear performance expectations and provide coaching, feedback, and execution support. Implement tools, governance, and processes that support pipeline management, forecasting accuracy, customer relationship management, and performance tracking. Strategic Planning and Market Intelligence Develop mid-term and long-term business strategies focused on sustainable growth, profitability, market penetration, and competitive differentiation. Identify and capture opportunities created by artificial intelligence, high-performance computing, increasing energy demand, power constraints, and decarbonization initiatives. Monitor market developments, customer needs, regulatory changes, and competitive activity to refine commercial strategies. Provide executive-level reporting on pipeline health, revenue forecasts, profitability trends, competitive risks, and strategic opportunities. Perform other relevant duties as assigned based on business needs.

MINIMUM REQUIRED QUALIFICATIONS

Bachelor’s degree in Business, Engineering, or a related field. Minimum of seventeen years of experience in sales, business development, account management, or commercial leadership. At least five years of experience in the data center, power generation, energy systems, industrial infrastructure, or a related sector. Proven record of originating, developing, negotiating, and closing complex, large-scale opportunities within the U.S. market. Strong professional network within the data center ecosystem, including operators, developers, engineering and construction firms, technology providers, and utilities. Experience supporting market entry, business launches, product commercialization, or new business development initiatives. Strong negotiation, communication, presentation, financial analysis, and stakeholder management skills. Ability to operate effectively within a global and cross-cultural business environment. Proficiency with customer relationship management systems, Microsoft Office, forecasting tools, and business planning platforms.

PREFERRED QUALIFICATIONS

Experience with modular power, cooling, utility, or integrated data center infrastructure solutions. Experience with emergency power generation systems, chillers, cooling systems, power distribution, or energy management technologies. Understanding of the data center planning, design, development, construction, commissioning, and operations lifecycle. Knowledge of U.S. regulatory, contractual, and commercial frameworks related to energy and infrastructure projects. Experience working within a matrixed organization involving global stakeholders and cross-functional teams. Master of Business Administration or another relevant advanced degree. Experience working with international organizations and global business cultures.

WORKING CONDITIONS

Travel requirement of approximately 30 to 50 percent, including domestic and occasional international travel. Standard Monday through Friday work schedule. Evening, weekend, or extended-hour work may be required based on customer and business needs. The employee will regularly sit for extended periods and may also be required to stand, walk, speak, listen, and participate in customer or project-site activities. #J-18808-Ljbffr ESP Enterprises Inc.