Director of Data Center Sales & Strategy

Integrated Power Services•Greensboro, NC

4d•Remote

About The Position

The Director of Data Center Sales & Strategy for the IPS Power Management Division will lead the national commercial strategy for the company’s largest and fastest-growing market segment: data centers. This role is externally focused—primarily customer-facing—and is responsible for driving revenue growth by building qualified pipeline, closing new business, and deepening strategic relationships with key buying centers, including EPCs, hyperscalers, and colocation providers. The Director will orchestrate cross-portfolio selling across the company’s full product and service offering while operating with the urgency and accountability expected in a high-growth, performance-driven environment. Success in this role requires consistent external customer activity, disciplined use of shared systems and reporting processes, and a collaborative approach to engaging cross-functional teams as partners.

Requirements

Bachelor’s degree in Business, Engineering, or related field (MBA preferred).
10+ years of sales leadership experience, with a strong background in data centers, electrical infrastructure, or large capital equipment.
Proven track record of developing strategic relationships with EPCs, hyperscalers, or colocation providers.
Strong understanding of complex buying centers and cross-functional sales orchestration.
Excellent strategic planning, negotiation, and executive communication skills.
Ability to travel up to 40%+.

Nice To Haves

Lead with integrity and prioritize safety. You demonstrate high standards and commit to a safe, ethical workplace.
Value teamwork and accountability. You engage peers and cross-functional partners as equals, route requests through the right channels, and treat internal teams with the same customer mindset you bring externally. You take responsibility for results and operate as one IPS.
Focus on the customer. You are dedicated to providing an unmatched customer experience and exceeding expectations.
Have an entrepreneurial spirit. You move with urgency toward customers and revenue without waiting for perfect conditions. You adapt quickly to the pace of a performance-driven environment, prioritize external activity over internal project work, and bring creative energy to finding and closing opportunities.
Communicate effectively and with purpose. You keep everyone informed with clear, concise communication.
Stay curious and love to learn. You continuously seek new knowledge and grow personally and professionally.

Responsibilities

Develop and execute a comprehensive national data center sales strategy aligned with growth targets.
Anticipate and adapt to rapid design cycles, hyperscaler requirements, and evolving market dynamics.
Partner with executive leadership to shape go-to-market plans and prioritize strategic investments.
Build and maintain executive-level relationships with EPC firms, hyperscalers, and colocation providers.
Map and influence complex buying centers to ensure the company is positioned as a strategic partner.
Establish a structured account coverage model that goes beyond regional sales boundaries.
Orchestrate integrated sales campaigns that leverage the full portfolio of offerings—including switchgear, transformers, motors, generators, and field services.
Partner with product line leaders to align solution strategies with data center customer needs.
Drive consistency in pricing, value proposition, and execution across all regions and products.
Lead the development of standardized sales playbooks and engagement models specific to data center clients.
Coordinate national bid strategies, project pursuits, and customer engagement schedules.
Establish clear performance metrics, KPIs, and reporting cadence to drive accountability.
Maintain accurate and timely CRM records for all customer meetings, opportunities, and pipeline activity; communicate results through standard reporting channels without requiring repeated requests or proposing alternative processes.
Operate with the pace and decisiveness required in a high-growth, private equity-backed environment; prioritize external revenue-generating activity over internal project work, market research, or materials development.
Partner closely with Regional Sales Leaders to ensure seamless execution.
Engage cross-functional teams—including Marketing, IT/CRM, and product line leaders—as collaborative partners through established intake and coordination processes; route requests through the appropriate channels with adequate lead time to respect shared team bandwidth.
Model servant leadership within the team and across the organization: set direct reports up for success through coaching, structured onboarding, and clear pursuit methodology rather than directing from the sideline.
Build internal credibility as a collaborative partner by earning trust through consistent delivery, proactive communication, and respect for the operating processes that serve the broader organization.
Provide market intelligence, competitive analysis, and customer feedback to inform product and operational strategies.