Job Description

RESPONSIBILITIES:

· Personally sell and lead a team that collectively achieves revenue targets, new product sales goals, and gross margin goals across multiple data center verticals

· Account responsibility for existing Hyperscale accounts driving product expansion and new opportunities across the various business units

· Execute sales and channel strategies to acquire new customers and open new vertical markets

· Penetrate deeper into current data center strategic customers—working across multiple departments, establishing relationships at the highest levels, and gaining customer adoption of new products and solutions

· Achieve key organization targets, including revenue and margin growth, accurate forecasting, and decreased obsolete inventory

· Provide customer feedback, market trends, competitor activity, and product insights to assist with development and prioritization of product roadmaps

· Drive new account acquisition within the Hyperscale, Digital 100 and MTDC verticals

· Liaise with product marketing and product development to ensure that market trends are recognized, the customer voice is heard, and the company’s product roadmaps are most effective

· Establish annual, quarterly, and monthly performance objectives for assigned team members

· Develop each team member’s ability to achieve key targets including increased revenue and profits, new product growth, accurate forecasting and effective problem solving

· Collaborate cross-functionally to support business development, strategy formulation, new product specification, and new opportunity identification

· Identify, analyze, and report on competitive threats, competitive pricing, customer concerns, and market dynamics

QUALIFICATIONS:

· 5+ years selling into data center verticals

· Successful track record with a player/coach mentality. Personally, hunting new business while motivating a team of sales reps

· Experience managing revenue approximately 50 to 150 million USD

· Clear track record of acquiring new customers and bringing new products to market

· Clear examples of hiring, developing, and top grading sales teams

· Developed VP-level and C-level relationships within strategic customers

· Commercialized products or solutions into green field or blue ocean markets, gained early customer adoption, and quickly established profitable revenue

· Gained adoption of new products and product categories within existing customers

· Excellent presentation skills

· Ability to travel 60%+ with no restrictions on international travel

· Bachelor’s degree strongly preferred