Business Development Manager

Banner Engineering Career•Seattle, WA

8d•Hybrid

About The Position

The Business Development Manager plays a key role in driving growth by partnering closely with hyperscalers and their consulting engineers to influence design specifications and secure Banner product placement in new hyperscale data center projects. This position reports to the Senior Director of Strategic Business Development. This is a great opportunity for someone who enjoys working collaboratively, driving growth in new markets, and making a meaningful impact across teams and projects.

Requirements

Bachelor’s Degree in Engineering, Physics, Business, or related field, or equivalent professional experience
A minimum of 5 years of experience selling into the data center ecosystem with strong relationships across hyserscalers (AWS, Google, Microsoft, Meta, etc.)
Has an existing network within hyperscalers, OEMs, consulting engineers, or MEP contractors
Strong technical sales ability and expertise in automation / controls, sensing, cabling, and safety systems
Nurture existing business relationships and expand contact databases while mapping out new departments and areas of interest within these accounts
Strong proactive prospecting and data mining experience using tools such as Linkedin Sales Navigator or Zoom
Proven ability to influence design specifications and manage long sales cycles
Proficiency in MS Office Suite
Strong verbal and written communication skills
Ability to effectively manage long projects and collaborate across teams
Ability to travel up to 50% to meet distributors or customers

Nice To Haves

Understanding of MEP design processes and data center standards (Tier levels, PUE, uptime Institute)
Familiarity with Salesforce CRM, ChatGPT, etc.
Experience working in a fast-paced environment
Demonstrated ability to manage multiple projects
A strong interest in/or alignment with data center industry trends

Responsibilities

Engage with Original Equipment Manufacturers (OEMs) to ensure Banner solutions are positioned for liquid cooling, safety, cabling, and condition monitoring solutions in data centers.
Build and maintain relationships with hyperscalers, consulting engineers, OEMs and others in the partner network that supply products, system or services for Datacenter builds.
Partner with engineering firms to promote Banner solutions.
Secure Banner product inclusion in Approved Vendor Lists (AVLs) and design specifications.
Partner with hyperscaler procurement teams on vendor qualification and contracting processes.
Navigate long-cycle sales between 12 and 24 months and manage a robust pipeline of hyperscale projects.
Ability to manage large complex projects that span multiple regions or areas of interest including contractors, subcontractors, consultants, distributors and end users.
Collaborate with distribution partners for fulfillment and project execution.
Coordinate with Banner’s Contractor / Integrator focused internal Business Development Manager to ensure downstream execution at panel shops and contractors that align with hyperscaler specifications.
Participate in industry trade shows, associations or other such strategic events in order to expand Banner presence in the market.
Meet or exceed annual sales targets and pipeline development goals.
Track and report on forecasted orders, ensuring visibility of outcomes.
Maintain accurate records and documentation related to all opportunities, including entering them and keeping them up to date in the CRM system.
Uphold compliance with organizational policies, procedures, and applicable regulations.
Other duties as assigned.