Business Development & Sales Manager - Data Center Segment (Houston)
Kirloskar Americas Corporation, Houston, TX, United States
Core Roles & Responsibilities
1. The Business Development Side (The Setup)
Target Mapping:
Identify and engage key stakeholders, including Data Center Developers, MEP (Mechanical, Electrical, Plumbing) Consultants, and General Contractors.
Vertical Growth:
Develop and execute a 3-year Go-to-Market strategy for the US Data Center segment, focusing on high-growth hubs like Northern Virginia, Dallas, and Phoenix.
Competitive Intelligence:
Monitor shifts in emission norms (EPA Tier 4f) and competitor technologies to refine Kirloskar’s value proposition.
Upstream Influence:
Engage with MEP Consultants during the
design phase
to ensure Kirloskar gensets are written into the base specifications.
Market Intelligence:
Identify upcoming data center builds (white space) in the North American pipeline 12–24 months before groundbreaking.
Strategic Alliances:
Form partnerships with complementary infrastructure providers (UPS, Switchgear, or Rack manufacturers) for joint-selling opportunities.
2. The Sales Side (The Close)
Lead Conversion:
Take qualified leads from marketing or your own prospecting and move them through the Sales Funnel (Discovery → Proposal → Negotiation → Closing).
Revenue Accountability:
Own a specific AOP (Annual Target in equipment sales and service contracts).
Commercial Negotiation:
Lead the negotiation of Master Sales & Service Agreements (MSAs) and complex equipment purchase contracts, balancing profit margins with market share.
CRM Discipline:
Maintain 100% accuracy in Salesforce, providing weekly forecasts to the Executive Team on Probability of Win and Estimated Close Date.
Consultative Approach:
Work with engineering teams to provide end-to-end power management and cooling solutions tailored to specific Tier-rating requirements.
Proposal Leadership:
Lead the response for complex RFQs/RFPs, ensuring technical specifications (TVD, block loading, fuel efficiency) align with client needs.
3. Relationship & Account Management
C-Suite Engagement:
Build long-term partnerships with CTOs and Facilities Directors to secure Kirloskar as a preferred supplier for multi-site rollouts.
Channel Collaboration:
Coordinate with the regional dealer network to ensure seamless after-sales support and Annuity Business through Maintenance Contracts.
1. The Business Development Side (The Setup)
Target Mapping:
Identify and engage key stakeholders, including Data Center Developers, MEP (Mechanical, Electrical, Plumbing) Consultants, and General Contractors.
Vertical Growth:
Develop and execute a 3-year Go-to-Market strategy for the US Data Center segment, focusing on high-growth hubs like Northern Virginia, Dallas, and Phoenix.
Competitive Intelligence:
Monitor shifts in emission norms (EPA Tier 4f) and competitor technologies to refine Kirloskar’s value proposition.
Upstream Influence:
Engage with MEP Consultants during the
design phase
to ensure Kirloskar gensets are written into the base specifications.
Market Intelligence:
Identify upcoming data center builds (white space) in the North American pipeline 12–24 months before groundbreaking.
Strategic Alliances:
Form partnerships with complementary infrastructure providers (UPS, Switchgear, or Rack manufacturers) for joint-selling opportunities.
2. The Sales Side (The Close)
Lead Conversion:
Take qualified leads from marketing or your own prospecting and move them through the Sales Funnel (Discovery → Proposal → Negotiation → Closing).
Revenue Accountability:
Own a specific AOP (Annual Target in equipment sales and service contracts).
Commercial Negotiation:
Lead the negotiation of Master Sales & Service Agreements (MSAs) and complex equipment purchase contracts, balancing profit margins with market share.
CRM Discipline:
Maintain 100% accuracy in Salesforce, providing weekly forecasts to the Executive Team on Probability of Win and Estimated Close Date.
Consultative Approach:
Work with engineering teams to provide end-to-end power management and cooling solutions tailored to specific Tier-rating requirements.
Proposal Leadership:
Lead the response for complex RFQs/RFPs, ensuring technical specifications (TVD, block loading, fuel efficiency) align with client needs.
3. Relationship & Account Management
C-Suite Engagement:
Build long-term partnerships with CTOs and Facilities Directors to secure Kirloskar as a preferred supplier for multi-site rollouts.
Channel Collaboration:
Coordinate with the regional dealer network to ensure seamless after-sales support and Annuity Business through Maintenance Contracts.