Business Development - Data Center

IDEX Corporation•Linthicum, MD

About The Position

If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact. With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you. The Data Center Business Development role is responsible for driving profitable growth through direct customers and specialized partners within the Data Center market. This role leads the execution of the Data Center market strategy, strengthens relationships with key decision-makers (Liquid Cooling and Hyperscalers, Colocation providers, and EPCs), and ensures consistent pricing and margin discipline for the US Valve brands. This role will scale the segment by improving sales visibility and aligning activity with strategic cooling and fluid handling priorities. This position requires 50% overnight travel. The role will support the development of strategic growth business plans while having full accountability at a customer level for growth and opportunity development. This position will work in concert with the Market Development Manager and Program Manager to achieve sales revenue targets. It is expected that the Business Development Role identifies multiple levels of contact within these customer accounts and drives opportunities through the sales process to closure. Input and strong communication with the commercial team, engineering team, and company leadership will be required. Key Outcomes (What Success Looks Like): A well-aligned and scalable network of Data Center customers and partners. Funnel fill: Filling the sales pipeline with qualified and adjacent opportunities Account ownership with expectations for growth to achieve or exceed the annual operating plan targets. Sales focus aligned to priority high-density cooling and infrastructure growth. Stronger price realization and margin performance within the segment.

Requirements

5–8 years of B2B sales experience with mechanical infrastructure or industrial channels.
Demonstrated success managing large-scale project sales and owner/contractor relationships.
Strong commercial acumen with ownership of revenue and margin outcomes.
Experience in industrial, OEM, or engineered product environments.
Strong CRM discipline and data-driven decision-making skills.
Ability to engage and motivate internal and external teams to win in a competitive market.
Ability to listen deeply across multiple stakeholders to map decision dynamics and interpret nuanced cues.
Must have the ability to build relationships with direct accounts for repeat business.
High degree of leadership and the ability to influence cross-functionally.
Model emotional composure and strategic persistence, rebounds rapidly, and positively influences team morale.
Able to identify non-obvious growth vectors and sequence a path to scale.
Institutionalize learning through playbooks, training, and dashboards, mentor others on entrepreneurial rigor.

Nice To Haves

Experience in the Data Center market, PVF, valves, or fluid handling is preferred.

Responsibilities

Shapes territory strategy using TAM/SAM/SOM and Whitespace analysis.
Anticipates inflection points and proactively positions solutions.
Use 80/20 principles to focus resources on and drive high-value opportunities.
Lead customer selection, onboarding, and ongoing engagement for major Data Center projects and customers.
Drive annual market plans, growth initiatives, and joint business reviews with key partners on the Data Center team and Cross Business initiatives.
Serve as the primary commercial owner for Data Center accounts.
Establish clear expectations for quoting behavior, follow-up, and technical engagement.
Conduct quarterly and annual performance reviews with strategic partners.
Own the Data Center Opportunity pipeline using CRM discipline with a healthy conversion quality
Builds value narratives linked to KPI’s and ROI.
Able to co-create executive proposals with quantified impact and risk mitigation.
Leads complex negotiations (Commercial, legal, procurement) to win-win outcomes.
Partner with Product Management on Data Center portfolio focus, new product launches, and VOC feedback for multiple IDEX business units.
Collaborate with Customer Experience to support reliable post-order execution for tight construction timelines.
Align with Operations on lead times, capacity, and delivery commitments.