Business Development Manager - Data Centre Vertical Market
Location: UK or Ireland (remote)
Job Purpose
The Business Development Manager (BDM) is responsible for overseeing the success of major accounts within their region. The BDM is focused on ensuring strong relationships with customer stakeholders, driving new business opportunities and supporting the inside sales engineer to align with best practices and commercial viability. This role is key to driving the strategic growth and operational efficiency of data centre accounts across the region.
Key Responsibilities
Account Success:
Responsible for the overall success of the account from a regional perspective
Act as the primary regional point of contact for account escalations, ensuring issues are resolved efficiently
Regional Relationship Management:
Develop and maintain strong relationships with regional and local customer stakeholders
Build and nurture relationships with regional supply chain partners to leverage business opportunities
Performance Reporting:
Collate and report regional performance data for global reporting purposes
Develop and maintain commercial performance data for the region, ensuring the sales and leadership teams are informed
Pipeline Management:
Develop and maintain a robust regional opportunity pipeline to support business growth
Provide regular updates and insights to regional leadership on the opportunity pipeline to assist in resource allocation and decision-making
Quarterly Business Reviews (QBRs):
Responsible for hosting regional QBRs with key stakeholders, ensuring transparency and collaboration across teams
Pre-Bid and Estimation Support:
Host and own pre-bid review calls to ensure that all proposals align with regional standards and customer expectations
Inside Sales Engineer Support:
Provide guidance and oversight to the Inside Sales Engineer, ensuring the commercial position of projects is consistent with best practices and global standards
Commercial Viability:
Ensure that CTCs align with the commercial viability of the project
Review and validate project bids to ensure financial soundness and alignment with regional market conditions
New Business Development:
Identify and pursue new business opportunities by developing relationships with ecosystem partners within the data centre industry
Explore partnerships and strategic alliances to grow the business and expand into new markets
Qualifications and Skills
Essential:
Proven experience in business development, sales management or account management within the Data Centre or Technology sector
Strong understanding of commercial processes, opportunity pipeline management and strategic sales practices
Exceptional relationship-building and networking skills with both internal and external stakeholders
Proficiency in data analysis, pipeline reporting and presenting performance metrics
Desirable:
Experience in managing large accounts or regional portfolios
Understanding of data centre market dynamics, customer requirements and industry trends
Knowledge of project estimation and RFP processes
Key Competencies
Leadership - ability to lead and influence cross-functional teams to achieve regional goals
Commercial acumen - strong understanding of financial metrics and how to balance technical and commercial objectives
Customer focus - commitment to developing lasting relationships with customer stakeholders and partners
Strategic thinking - ability to foresee and capitalize on opportunities for growth within the regional market
Performance Metrics
Account success - measure through customer satisfaction, regional revenue growth, and successful project delivery
Pipeline management - health of the regional opportunity pipeline and contribution to sales targets
QBR effectiveness - quality of engagement and actionable insights delivered through regional QBRs
New business development - number of new business opportunities generated through ecosystem partnerships
