Business Development Manager Data Centers, EMEA

What to Expect

This role will be responsible for driving sales growth of data center cooling solutions across OEM and end-user markets. The individual will act as a strategic Business Partner to regional leadership, coordinating sales and marketing initiatives and overseeing activities across the Power Transmission and Fluid Power portfolios, thereby supporting both short- and long-term business objectives.

Essential Duties and Responsibilities

• Define and implement a segment growth strategy for the EMEA market, with a focus on Data Center cooling, both liquid and air cooling.
• Create and execute the business plan, in line with the EMEA’s Strategic Plan and budget target.
• Become an expert in understanding EMEA Data Center general architecture & applications including key technology, market trends & the decision making process within:
  • Hyperscale / enterprise/co-location/edge data center / micro data center
  • Government/ healthcare/ education/ energy &power / military / high-tech
  • Understand modularity and scalability of the design
  • Impact of AI and increasing Data Center Power density

• Identify and map key players in the decision-making chain (Engineering Firm /Consultants /Owner & operators of data center and crypto sites / Developers & Integrators).
• Identify industry standards and requirements for focus in terms of development, qualifications, and testing/demonstration for market legitimacy.
• Identify and support the sizing of new opportunities related to Gates new product development process.
• Drive marketing efforts and market awareness of Gates product portfolio for different Data Center customers, with key value propositions towards Cooling Solution OEMs, and system Integrators.
• Work closely with the technical sales team, application engineers, and account management organization to develop a pipeline of new project opportunities, defining winning sales strategies to identify growth and innovation opportunities.
• Work with Product Management to define product roadmap ideas 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.
• Research and 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 and future strengths/capabilities in alignment with the business line strategy and to identify inorganic growth opportunities.
• Monitor key competitors' performance; compare to our own performance and draw conclusions on areas of growth opportunities and/or identify competitive threats to the business.
• Build and lead a team of application engineers to support growth across EMEA

Keys to Success

• Progression to this level is restricted on the basis of business requirements

Supervisory Responsibilities

• None
• You will be responsible for selling Gates' products exclusively to new business/accounts. Develops prospects through individual efforts and by participating in organization-sponsored events and campaigns. Promotes and sells solutions to new customers at all levels, especially the senior executive level. Leads the acquisition of new, high-profile clients and focuses on winning large deals for meeting revenue and profit objectives. Prospects for new accounts, secures appointments, determines needs, delivers sales presentations, negotiates terms and conditions, overcomes objections and closes sales. Develops strategies focused on expanding client base within defined market segments. Produces new account revenue in line with current organization and individual targets/quotas.

Requirements and Preferred Skills

• 8-10 years of experience
• Bachelor's Degree in Engineering, Business, Marketing or any other relevant degree.
• Minimum of 10 years of relevant professional experience with at least 5 years business development or account sales experience.
• Background with Data Center infrastructure is required.
• Experience with High Density Data Center Cooling solutions is preferred.
• Strong strategic thinking skills, able to see the big picture, think long-term and align business development efforts with the overall Gates’ strategy.
• Strong networking and relationship building skills, with proven ability to establish trustful partnerships that allows the company to close deals.
• Deep understanding of sales processes and negotiation tactics.
• Ability to lead and influence the organization across multiple functions (Product Line Management, Engineering, Marketing, Operations) to drive results.
• Very strong understanding of key financial principles and drivers, including budgeting, forecasting and profitability analysis.
• Ability to communicate at all levels of the organization.
• Ability to travel internationally 30-50%.
  
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