Data Center Segment Leader

Description

Position Overview 

We’re seeking a Data Center Segment Leader to define and execute our commercial 

strategy in one of the most dynamic and consequential markets in technology—Data 

Centers, Hyperscale, and Colocation. This is a high-impact, high-visibility role where you’ll 

drive significant revenue growth, capture market share, and position our full portfolio of 

energy solutions at the heart of the AI revolution and the infrastructure powering the digital 

economy. 

You’ll be both strategist and closer—crafting the 3-5 year vision for this segment while 

personally leading the most critical customer relationships and complex, multi-million 

dollar deals. This role demands someone who can speak the language of hyperscalers and 

colocation providers, understand the technical nuances of data center infrastructure, and 

translate market trends into actionable strategies that win. 

What You’ll Do 

Strategy & Market Leadership 

• Define and implement the comprehensive 3-5 year sales and go-to-market strategy 

for the Data Center segment, aligning with global business objectives and market 

opportunities 

• Conduct deep-dive market analysis to identify key trends, disruptive technologies, 

competitive dynamics, and emerging customer needs driven by AI/ML workloads 

and sustainability imperatives 

• Develop the strategy for penetrating key accounts within the Hyperscale and 

Colocation provider ecosystem, establishing multi-threaded relationships across 

technical, procurement, sustainability, and executive teams 

• Build thought leadership and serve as a leading external voice for the company in 

the Data Center industry through participation in major conferences, standards 

bodies, and executive briefings 

• Identify white space opportunities and develop new use cases that expand our 

addressable market 

• Shape our competitive positioning and differentiation strategy specific to data 

center applications 

Sales Execution & Revenue Growth 

• Drive the achievement of ambitious segment-specific revenue, margin, and order 

intake targets 

• Lead the qualification, business case development, and negotiation of complex, 

multi-million dollar contracts and multi-year framework agreements 

• Personally manage relationships with strategic accounts, orchestrating resources 

across the organization to win 

• Navigate complex procurement processes and RFPs typical of enterprise data 

center buyers 

• Implement and maintain robust pipeline management and forecasting processes, 

providing accurate and timely visibility to senior leadership 

• Develop account plans and pursuit strategies for target hyperscalers, colocation 

providers, and emerging data center operators 

• Build and leverage a network of champions and economic buyers within target 

accounts 

Cross-Functional Alignment & Portfolio Development 

• Collaborate closely with Product Management and Engineering to translate Voice of 

the Customer (VOC) and future market requirements into the product roadmap, 

ensuring our portfolio remains competitive and relevant 

• Provide critical market intelligence that informs R&D priorities and investment 

decisions 

• Work with Marketing to develop segment-specific value propositions, technical 

white papers, case studies, ROI calculators, and sales enablement tools 

• Ensure seamless internal handoffs to Operations and Professional Services teams 

to guarantee successful project execution, deployment, and customer satisfaction 

• Partner with Finance to develop pricing strategies and deal structures optimized for 

data center economics 

• Champion customer needs internally, removing barriers and driving organizational 

alignment 

Strategic Partnerships & Ecosystem Development 

• Identify and cultivate strategic alliances with key partners critical to closing and 

servicing Data Center business, including EPCs, design consultants, 

mechanical/electrical engineering firms, and solution providers 

• Develop channel strategies and partner enablement programs that extend our reach 

and capabilities 

• Build relationships with industry influencers, analysts, and standards bodies that 

shape data center purchasing decisions 

• Explore and establish co-innovation partnerships with leading hyperscalers and 

technology providers 

Why This Role Matters 

The data center industry is at an inflection point. AI workloads are driving unprecedented 

power demand. Sustainability mandates are forcing wholesale rethinking of energy 

infrastructure. Hyperscalers are making multi-billion dollar commitments to clean energy. 

As Data Center Segment Leader, you’ll position our company at the center of this 

transformation, helping power the digital economy while advancing the clean energy 

transition. 

Your success in this role will directly shape our company’s trajectory, open new markets, 

and establish us as the partner of choice for the world’s most sophisticated data center 

operators. This is an opportunity to leave a lasting mark on both our business and the 

industry. 

Our Commitment 

We value bold vision, customer-centric innovation, and execution excellence. You’ll work in 

a fast-paced environment with significant autonomy to build and execute your strategy. 

We’re committed to providing you with the resources, executive support, and cross

functional partnership needed to win in this critical market. Your success is our success.

Requirements

 

What We’re Looking For 

Required Qualifications 

• Bachelor’s degree in Engineering (Electrical, Mechanical, Computer Science) or 

related technical field 

• 5+ years of progressive experience in sales, business development, or strategic 

account management within the Data Center, Cloud Service Provider, or Hyperscale 

ecosystem 

• Proven track record of defining seg ment strategy and delivering significant, 

measurable sales growth ($50M+ annually) 

• Deep technical understanding of data center infrastructure including power 

distribution, cooling systems, backup power, energy efficiency, and sustainability 

metrics 

• Exceptional executive presence with proven ability to build and maintain 

relationships with C-suite and VP-level executives at Fortune 500 companies 

• Strong financial acumen including experience with TCO/NPV modeling, contract 

structuring, and managing large enterprise RFPs 

• Demonstrated success in complex, consultative sales environments with long sales 

cycles (12-36 months) 

• Excellent presentation and communication skills with ability to simplify complex 

technical concepts for diverse audiences 

• Proficient with CRM systems (Salesforce preferred) and Microsoft Office Suite 

Preferred Qualifications 

• MBA or advanced technical degree 

• Direct experience selling to hyperscale cloud providers (AWS, Microsoft Azure, 

Google Cloud, Meta, etc.) 

• Background in colocation providers (Equinix, Digital Realty, CyrusOne, etc.) 

• Experience with clean energy solutions, fuel cells, hydrogen, or distributed 

generation technologies 

• Knowledge of data center sustainability standards (LEED, Energy Star, EU Code of 

Conduct) 

• Understanding of AI/ML infrastructure requirements and associated power/cooling 

challenges 

• Previous P&L or general management responsibility 

• Existing relationships within target accounts 

 

Leadership Competencies 

• Strategic vision balanced with tactical execution excellence 

• Entrepreneurial mindset with ability to build something from the ground up 

• Influence without authority—ability to rally cross-functional teams around shared 

goals 

• Comfortable with ambiguity and rapid market evolution 

• Customer obsession with deep curiosity about their business challenges 

• Results-driven with relentless focus on revenue growth and market share gain 

• Executive maturity and business judgment in high-stakes situations 

Core Attributes 

• Safety Focus: Prioritize safety in all actions. Actively follow safety protocols, 

identify potential hazards, and take immediate steps to correct or report unsafe 

conditions. Model safe behavior for others 

• Have Humanity: Respect the input and ideas of everyone to create the best 

possible outcome 

• Be Transparent: Value transparency in all interactions, ensuring honesty and 

openness with each stakeholder 

• Drive Innovation: Seek new ways to improve and take on new challenges 

• Be Resilient: Adapt to ever-evolving business needs with resourcefulness and 

agility 

• Always Reliable: Deliver on commitments and achieve goals consistently 

• Grit: Embrace continuous learning, actively seek feedback and training 

• Ownership Mindset: Take full responsibility for quality and efficiency. Proactively 

identify issues, offer solutions, and follow through. Treat company resources and 

goals as your own.