Senior Director, Sales & Business Development

Mitsubishi Heavy Industries, Ltd.•Plano, TX

2d•Hybrid

About The Position

Mitsubishi Heavy Industries America, Inc. (MHIA) is looking for a Senior Director, Sales & Business Development to join their team. This is a hybrid role based out of their Plano, Texas, location. For over 130 years, Mitsubishi Heavy Industries (MHI) Group’s innovative and integrated solutions have demonstrated their commitment to creating a positive social impact around the globe. Their range of products and services is tailored to meet customers’ evolving needs across the commercial aviation, energy, transportation and infrastructure, machinery, defense, and space systems sectors. Their culture embraces diversity and cooperation, and they promote a healthy balance of professional and personal development, ensuring that ideas and expertise are valued and respected.

Requirements

B.A. or B.S. in Business, Engineering, or related field.
Minimum of seventeen (17) years of experience in sales and/or business development.
At least five (5) years of experience in the data center, power generation, energy systems, or related industrial sectors.
Proven track record of originating and closing complex, large-scale deals in the U.S. market.
Strong network within the data center ecosystem, including operators, developers, EPCs, and utilities.
Experience in market entry, business launch, or new business development initiatives.
Strong negotiation, communication, and stakeholder management skills.
Ability to work in a global, cross-cultural environment.
Proficiency with CRM tools, MS Office, and business planning tools.

Nice To Haves

Experience with modular infrastructure solutions (power, cooling, or integrated data center systems).
Experience with emergency power generation systems, chillers, or energy management technologies.
Understanding of data center development lifecycle and construction processes.
Knowledge of U.S. regulatory and commercial frameworks related to energy and infrastructure.
Experience working in a matrix organization with global stakeholders.
MBA or equivalent advanced degree.
Familiarity with Japanese business culture is a plus.

Responsibilities

Own full commercial responsibility for revenue growth, margin expansion, and order intake quality in the U.S. market.
Aggressively promote and position Mitsubishi Heavy Industries’ cooling, power generation, power distribution, and modular solutions to maximize market share and customer adoption.
Develop and execute go-to-market strategies with a strong emphasis on high-value, solution-based selling.
Establish and enforce pricing strategies, commercial models, and deal governance frameworks that prioritize profitability and risk control.
Drive disciplined sales execution focused on both top-line growth and sustainable margin performance.
Identify, target, and secure strategic customers and anchor accounts, including hyperscalers, neocloud providers, colocation operators, data center developers, EPC contractors, and utilities.
Build strong customer acquisition strategies to expand market presence and establish long-term business relationships.
Lead early-stage engagement with customers to influence specifications and position Mitsubishi solutions as preferred standards.
Develop and manage a robust and high-quality pipeline with clear qualification criteria, focusing on high-probability and high-margin opportunities.
Originate, structure, and pursue complex, large-scale deals with strong commercial returns.
Establish and expand strategic partnerships and alliances across the data center and energy ecosystem.
Lead end-to-end sales execution, including customer engagement, solution development, proposal preparation, negotiation, and contract finalization.
Drive integrated solution selling combining cooling, power, and modular offerings into a differentiated value proposition.
Ensure proposals are technically competitive and commercially optimized, including margin, lifecycle value, and risk allocation.
Implement disciplined sales processes including pipeline reviews, forecasting, and Go/No-Go decision frameworks.
Continuously improve win rates and deal quality through structured execution and performance management.
Build and maintain strong, long-term relationships with key customers, positioning Mitsubishi Heavy Industries as a strategic partner.
Engage executive-level stakeholders to secure repeat business and long-term agreements.
Develop and execute account strategies to ensure sustained revenue growth and customer expansion.
Serve as the primary commercial interface between customers and internal/global teams.
Collaborate closely with Japan headquarters and global stakeholders to ensure alignment on strategy, product roadmaps, and execution.
Build and scale a high-performing, results-driven sales and business development organization.
Establish clear roles, KPIs, and accountability for sales, key account management, and business development functions.
Develop a strong sales culture emphasizing ownership, speed, discipline, and profitability.
Recruit, mentor, and lead a team capable of managing complex, high-value commercial opportunities.
Lead, manage, and develop direct reports across sales, key account management, and business development functions, ensuring clear accountability, performance expectations, coaching, and execution discipline.
Implement tools, governance, and processes for effective pipeline management, forecasting accuracy, and performance tracking.
Develop mid- to long-term business strategies focused on sustainable growth, profitability, and competitive differentiation.
Identify and capture opportunities driven by AI/HPC demand, energy constraints, and decarbonization trends.
Monitor market developments and competitive dynamics to continuously refine commercial strategies.
Provide regular executive-level reporting on pipeline health, profitability trends, and strategic risks.