Data Center Sales - Executive

Position Summary

The Data Center Sales Executive is responsible for generating profitable revenue by identifying, developing, and securing opportunities for the Company’s construction, installation, infrastructure, and support services within the data center market. This position develops relationships with data center owners, operators, developers, general contractors, construction managers, engineering firms, and other strategic customers. The Sales Executive manages opportunities from initial prospecting through contract award and coordinates with estimating, operations, and leadership to ensure proposed services align with Company capabilities, capacity, and financial objectives.

Essential Duties and Responsibilities

Sales and Market Development

Develop and execute a sales plan to grow the Company’s presence in the data center market. Identify and pursue opportunities involving new construction, facility expansions, infrastructure upgrades, retrofits, and ongoing service work. Promote applicable Company capabilities, including electrical infrastructure, structured cabling, fiber connectivity, telecommunications systems, DAS, backup power, and related installation and construction services. Research planned developments, customer capital programs, procurement schedules, and geographic growth markets. Qualify opportunities based on scope, funding, customer requirements, competitive position, profitability, and operational capacity. Identify opportunities to introduce additional Company services and expand relationships across customer locations and projects.

Customer Relationships and Account Management

Establish and maintain relationships with hyperscale, colocation, enterprise, and other data center customers. Develop relationships with procurement, construction, engineering, facilities, and executive decision-makers. Build relationships with general contractors, electrical contractors, equipment manufacturers, consultants, and other partners involved in data center projects. Develop account plans that identify customer priorities, upcoming projects, procurement requirements, and opportunities for repeat business. Coordinate customer onboarding, vendor qualification, and prequalification submissions with appropriate internal teams. Maintain customer engagement throughout project execution and support the resolution of commercial concerns.

Opportunity Management and Proposal Development

Manage the sales process from prospecting and qualification through proposal submission, negotiation, award, and operational handoff. Lead customer discovery meetings to understand technical requirements, project schedules, site conditions, and purchasing criteria. Coordinate site visits and scope reviews with estimating, engineering, and operations personnel. Work with internal teams to prepare proposals with clearly defined scopes, pricing, schedules, assumptions, and exclusions. Coordinate responses to requests for information, qualifications, proposals, and bids. Support commercial negotiations in coordination with leadership and legal, subject to Company approval requirements. Ensure customer commitments are consistent with approved proposals, available resources, and Company capabilities. Provide operations with complete award information, including scope, pricing, customer expectations, schedule requirements, and identified risks.

Sales Planning and Internal Coordination

Maintain accurate account information, opportunity stages, sales activities, and forecasts in the Company’s CRM system. Provide regular reporting on qualified pipeline, anticipated awards, sales performance, and market developments. Collaborate with operations to align pursuits with staffing, licensing, equipment, geographic coverage, and execution capacity. Work with marketing to develop presentations, qualifications packages, project examples, and targeted customer communications. Represent the Company at customer meetings, industry events, trade associations, and networking opportunities. Promote the Company’s commitment to safety, quality, responsiveness, and reliable project execution.

Required Qualifications

Bachelor’s degree in business, engineering, construction management, or a related field, or an equivalent combination of education and relevant experience. At least five years of successful sales, business development, or account management experience involving data centers, electrical construction, telecommunications infrastructure, or related technical services. Demonstrated ability to develop new accounts, manage complex sales opportunities, and secure profitable work. Working knowledge of data center environments and the construction, installation, or infrastructure services supporting those facilities. Experience selling project-based services involving technical scopes, competitive bidding, and multiple decision-makers. Strong understanding of pricing, project margins, sales forecasting, and commercial terms. Excellent prospecting, presentation, negotiation, and relationship management skills. Ability to work independently while coordinating effectively with estimating, operations, finance, and legal. Proficiency with CRM systems and Microsoft Office applications. Ability to travel regularly to customer offices, project sites, Company locations, and industry events.

Preferred Qualifications

Established relationships with data center owners, operators, developers, general contractors, or engineering firms. Experience selling services into hyperscale, colocation, enterprise, or mission-critical facilities. Familiarity with electrical distribution, backup power, structured cabling, fiber infrastructure, DAS, or other data center support systems. Experience navigating vendor qualification programs, national account procurement, and multistage bid processes. Demonstrated success expanding accounts across multiple projects or geographic markets.

Performance Expectations

Success will be measured through achievement of assigned sales and gross profit goals, profitable contract awards, qualified pipeline growth, new customer acquisition, repeat business, forecast accuracy, and effective handoff of awarded work to operations. Specific targets will be established annually.

Work Environment

This position involves office work, customer meetings, regular travel, and periodic visits to active construction sites and operating data centers. Site visits require compliance with customer security requirements, applicable safety procedures, and personal protective equipment requirements.The Company provides equal employment opportunities and reasonable accommodations to qualified individuals with disabilities. This description summarizes the position’s primary responsibilities and may be revised as business needs evolve.