Business Development Manager - Hyperscale

Essential Duties and Responsibilities

This role drives profitable and sustainable sales growth for data center cooling solutions through OEM and end-user markets in the region. It also aligns local sales and marketing strategies with business objectives while coordinating sales across the full Power Transmission and Fluid Power portfolio.

Accountability #1: Customer (Internal / External Stakeholders)

• Understand industry dynamics, decision-making process and decision makers on product specification & buying decisions.
• Identify and map key players in the decision-making chain (Engineering Firm /Consultants /Owner & operators of data center and crypto sites / Developers & Integrators).
• Technology trends/technology shifts - understand how the industry requirements are changing and translate how it affects the utilization of our products (for example: immersion cooling, direct to chip cooling).
• Identify industry standards and requirements for focus in terms of development, qualifications, and testing/demonstration for market legitimacy.
• Understand and communicate to internal stakeholders Data Center general architecture & applications related to Gates products and respective OEMs.
• Hyperscale / enterprise/co-location/edge data center / micro data center
• Healthcare/education/ energy &power / high-tech
• Understand modularity and scalability of the design
• Impact of AI and increasing Data Center Power density

Accountability #2: Process / Performance

• Define & implement a segment growth strategy for the markets, with a focus on Data Center cooling, both liquid & air cooling. 
• Create & execute the business plan, in line with the EA&I Strategic Plan & budget target.
• Become an expert in the Data Center segment within the EA&I region, including a deep understanding of the segment's technical process needs & challenges.
• Identify & size opportunities related to new product development.
• Drive marketing efforts & market awareness of Gates Fluid Power and Power Transmission portfolio for different Data Center customers & Cooling Solution OEM, and Integrators. 
• Define and develop go-to-market plans for each of the applicable products in our portfolio with primary focus on Cooling applications targeted at high power density computing applications.
• Create a product content roadmap to support Business Development & Lead Gen activities, working in cooperation with GPLM and Marketing Organization.  
• Define & continuously maintain critical market intelligence from the market, customer, & competitor view for the Data Center segment.
• Research & analyze Market Size, Market Segments, Economic & Regulatory Drivers, Applications & Technologies Products / Systems / Services, Channels to Market, Industry Trends, Competitors, perform SWOT Analysis, etc. Utilize this market intelligence against current & future strengths/capabilities in alignment with the business line strategy & to identify inorganic growth opportunities.
• Monitor key competitors' performance; compare to our own performance & draw conclusions on areas of growth opportunities and/or identify competitive threats to the business.

Accountability #3: People

• Work closely with the technical sales team, application engineers, & existing account management organization to develop a pipeline of new project opportunities and define winning sales strategies to identify growth opportunities & innovation.
• Build & lead a team of application engineers in future

Keys to Success

• Lead with an outside in mindset to place customers in the center of everything we do.
• Exemplify Gates ethics & core values to develop talents with right skills, knowledge & behavior,
• Advocate reward for performance to drive accountability for sustainable growth
• Design a contemporary & innovative learning environment to attract diverse talent pool.

Supervisory Responsibilities

• None

Requirements and Preferred Skills

• Bachelor's Degree in Engineering, Business, or Marketing discipline.
• Minimum of 10 years of relevant professional experience with at least 5 years business development or account sales experience.
• Background with Data Center infrastructure required.
• Experience with High Density Data Center Cooling solutions preferred.

REQUIRED SKILLS:  

• Negotiation & Influencing skills
• Possess market research & sales mapping skills.
• Strong business acumen
• Strong analytical & problem-solving skills.
• Must have excellent written & verbal English communication skills.
• Advanced Microsoft Excel skills for data analysis.
• Advanced Microsoft PowerPoint skills to deliver high quality executive-ready presentations.

PHYSICAL DEMANDS: (travel, etc)

While performing the duties of this job, the employee is frequently required to sit; use hands to finger, handle, or feel objects, tools, or controls; and talk or hear. The role is expected to travel up to 30% of the time, including international travel.