Business Development Manager - Data Center

POSITION SUMMARY:

This role is responsible for the development of profitable and sustainable sales growth for the data center cooling solution through OEM and end user markets within the Region via strong coordination of sales efforts across the entire Power Transmission and Fluid Power products portfolio.

THE ROLE

The Business Development Manager will have broad responsibility to coordinate sales efforts across the entire Power Transmission and Fluid Power products portfolio.

Your Responsibilities / Essential Duties

Other duties may be assigned beyond the core functions listed below.

• Understand industry dynamics, decision-making process and decision makers on product specification and 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

• Define and implement a segment growth strategy for the markets, with a focus on Data Center cooling, both liquid and air cooling.
• Create and execute the business plan, in line with the EA&I Strategic Plan and 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 and challenges.
• Identify and size opportunities related to new product development.
• Drive marketing efforts and market awareness of Gates Fluid Power and Power Transmission portfolio for different Data Center customers and 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 and Lead Gen activities, working in cooperation with GPLM and Marketing Organization.
• Define and continuously maintain critical market intelligence from the market, customer, and competitor view for the Data Center segment.
• 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.

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

Keys to Success:

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

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

Required Skills:

• Negotiation and Influencing skills
• Possess market research and sales mapping skills.
• Strong business acumen
• Strong analytical and problem-solving skills.
• Must have excellent written and 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.