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Business Development Director, Modular Data Center (MDC)

Company: Cupertino Electric Inc
Location: Madison
Posted on: September 12, 2020

Job Description:

Description Position: Business Development Director, Modular Data Center (MDC) Reports_to: VP of Operations Division: The Modular division designs, builds and installs electrical products for complex, high-profile data centers. These high value large scale units are well into six figures per unit and require specialized logistics to ship and install. Modular has been is a high-growth division for CEI. The division is projected to continue growing > 15% over year for the next several years. In those years, the goal is to remain one step ahead of demand by staffing and developing people for the future, diversifying the client base and building strong supplier relationships. Position_Summary: The Business Development Director, Modular Data Center is responsible for developing the expansion, market penetration, and customer diversification for the Modular Data Center Market. This position will be lead the demand creation of new business, markets, and channel strategies. In addition, the Director of Business Development will present and close new business in conjunction with the MDC team. From time to time there will also be a need to coordinate and or team with other divisions in an effort to achieve a greater combined selling opportunity for CEI. Position_Location: The MDC Division is headquartered near Madison Wisconsin. This individual will work out of this location, with extensive reach to other places across the US and potentially internationally. CEI corporate headquarters is in San Jose, CA and the customers are geographically dispersed across North America. As a result, this position for the right individual may be a remote (home-based) position. The Director will need to be in Madison and San Jose offices as required - to effectively perform all duties of the job. When reasonable, travel will be required. No heavy lifting or special physical activity is required. Role_Expectations * Review and or develop a market, customer and channel strategy that supports the divisional goals. * Increase demand creation with effective SEO, competitive market understanding, prospect identification, and written case studies. * Lead in establishing CEI s MDC as a premier Modular Product Division. * Meet/exceed assigned year-over-year targets in combined bookings, revenue and profit goals across the MDC division. * Communicate with high-level decision makers and channel partners in order to cultivate new client relationships. * Coordinate with the MDC execution team, further develop existing relationship and grow CEI s presence with existing customers. * Grow and maintain a large pipeline of opportunities and keep them up-to- date in the CRM (Salesfcom) platform. * Report and inform management accurately on pipeline activity and timing. * Collaborate with sales operations, estimating, engineering and the project management team in the proposal generation phase. * Articulate deal rationale and expected financial outcomes to the internal management team and other key stakeholders as an important element of the project approval process. * Secure meetings with C level executives and decision makers to build value for CEI. * Perform contract negotiations as the CEI commercial lead with the customer s decision makers according to the guidelines established by CEI. * Work with management to develop and document the MDC sales project approval process as it relates to executive, finance, and legal approvals. * Incorporate business strategy into key activities and prioritize accordingly to reach sales goals. * Willingness to follow all facets of the CEI business development processes as a team player. * Stay abreast of all changes in DC/MDC markets - including policy changes, competitor news, and market developments. * Identify, recommend, attend and create speaking opportunities at all important industry trade-shows and seminars as identified by the MDC leadership team. * Act as a positive cultural leader, championing the values, goals and interests of CEI. Foster the continued maintenance and growth of CEI employee culture, supporting a highly-engaged workforce. Experience_Requirements * 3+ years of related Data Center experience, preferably a focus on selling capital purchase and construction contracts in the modular data center. * Extensive contact list of names from the Data Center industry, including hyper users, edge prospects, EPC s, and engineers. * Recent experience selling manufactured high dollar per unit complex turn- key products to billion dollar companies. * Demonstrated knowledge and/or expertise of electricity markets, utility rate tariffs, solar industry trends, regulatory policies, market participants, competitive knowledge and financing structures. * High aptitude to learn quickly and work well under pressure with attention to detail. * Strong communication skills including the ability to speak in front of groups and C-Level executives and senior decision makers. * Some experience with best-in-class sales processes and methodologies, such as lead generation, pipeline management, value building, and closing. * Experience with public sector and construction RFP bid process a plus. * Experience negotiating complex supply or construction contracts a preferred. Additional_Requirements * Bachelor's Degree, or higher, required highly preferred * Excel, PowerPoint, Outlook, and Word proficiency required. * Salesforce experience very helpful * Data Center industry experience required.

Keywords: Cupertino Electric Inc, Madison , Business Development Director, Modular Data Center (MDC), Executive , Madison, Wisconsin

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