Sales Manager, Data Center Power Generation

Ingersoll Rand Careers • Davidson, NC

12d • Hybrid

About The Position

The Sales Manager – Data Center Power Generation is a strategic commercial leader responsible for driving revenue growth, market share expansion, and key account development within the data center market. This role owns the full sales lifecycle for medium-voltage (MV) generator systems and backup power solutions, serving hyperscale, colocation, and EPC customers. The position requires strong technical sales expertise, design-phase influence (“spec-in”), and the ability to manage complex, multi-million-dollar project sales cycles.

Requirements

• Minimum 5+ years in data center, power generation, or mission-critical infrastructure.
• Proven success selling multi-million-dollar capital equipment.
• Proven success selling project-based engineered solutions.
• Experience with long sales cycles (12–36 months).
• Strong knowledge of generator systems and backup power solutions.
• Strong knowledge of medium-voltage electrical systems (5–15 kV).
• Strong knowledge of data center power architecture and redundancy standards.
• Financial and commercial acumen: deal structuring, margin optimization, bid strategy and negotiations.
• Consultative / solution selling skills.
• Strategic account management skills.
• Executive presence and stakeholder influence.
• Strong negotiation and communication skills.
• Cross-functional leadership skills.
• Pipeline discipline and forecasting rigor.

Nice To Haves

• Preferred Bachelor’s degree in Engineering, Business, or related field.
• Preferred 8–15+ years in technical or industrial sales.

Responsibilities

• Identify, develop, and convert opportunities with hyperscale data center operators, colocation providers, and EPC firms and consulting engineers.
• Build and maintain a robust pipeline (≥3–5x quota) of multi-MW generator and power system projects.
• Expand existing strategic accounts while developing new customers.
• Lead pursuit strategy for large-scale, complex backup power projects ($10M–$100M+).
• Influence specifications early in the design phase through consultative selling and engineering engagement.
• Own commercial strategy including pricing, bid development, and contract negotiation.
• Drive win strategies to maximize revenue and margin performance.
• Build and maintain executive-level and technical relationships with strategic accounts.
• Develop account plans aligned with customer expansion and capacity roadmaps.
• Position the company as a trusted partner for mission-critical infrastructure.
• Increase share of wallet within key customers.
• Key partnership development, with diesel generator OEM to strengthen market offerings.
• Lead solution discussions around generator systems (diesel, gas, hybrid), medium-voltage systems (5–15 kV) and switchgear, data center redundancy architectures (N+1, 2N), and load profiles, uptime, and reliability requirements.
• Partner with engineering to deliver customized and optimized solutions.
• Lead RFQ/RFP responses and coordinate cross-functional teams including Application Engineering, Project/Program Management, and Supply Chain.
• Ensure seamless transition from pursuit → award → delivery.
• Manage change orders, risk, and commercial alignment throughout the sales cycle.
• Work closely with Engineering, Program/Project Management, Order Management, and Service teams.
• Ensure strong alignment between sales commitments and operational delivery.
• Monitor and analyze the competitive landscape, pricing trends and specification shifts, and data center growth, AI workload demand, and power density trends.
• Provide insights to inform product strategy and go-to-market approach.

Benefits

• Be part of a high-growth, high-impact market powering the digital economy.
• Work in a culture that values ownership, accountability, and continuous improvement.
• Collaborate with a team committed to innovation, operational excellence, and customer success.
• Play a critical role in securing strategic, multi-year platform wins that shape the future of mission-critical infrastructure.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior