Sr. Manager, Customer Vertical, Data Centers

Xylem•Charlotte, NC

25d

About The Position

Xylem is a Fortune 500 global water solutions company dedicated to advancing sustainable impact and empowering the people who make water work every day. As a leading water technology company with 23,000 employees operating in over 150 countries, Xylem is at the forefront of addressing the world's most critical water challenges. We invite passionate individuals to join our team, dedicated to exceeding customer expectations through innovative and sustainable solutions. THE ROLE : We are seeking a Vertical Market Director to focus on the Data Center industry. Working within the Water Solutions and Services segment (WSS), you will develop, lead, and direct commercial initiatives aimed at increasing penetration for our water treatment products and services within the Data Center vertical market. Our ideal candidate will provide leadership and expertise to maximize sales revenues, develop key account relationships, and provide assistance to grow sales of our solutions to the Data Center industry globally. Our candidate will have expertise to understand how and where Data Center buying decisions are made, and will have commercial skills needed to develop and pursue business growth strategies within the vertical. Knowledge of construction, working with specifying engineers, and water treatment within the industry will be particularly valuable. An ideal candidate will operate with a great deal of autonomy, with responsibility to make decisions that have significant impact on business results and strategy. They will be recognized as a SME in Xylem and demonstrate mastery of solution and value selling. They will a lead a team of segment focused efforts while working within a team of enterprise level resources to generate business results. A keen knowledge of emerging trends in the Data Center vertical, and contribution to solution offerings are key indicators of a successful candidate.

Requirements

BS/BA in related discipline, such as marketing, engineering, or environmental science + 10 years Marketing and/or relevant industry experience
Strategic thinking and market analysis
Leadership and team development; people management
Solution and value-based selling
Financial acumen (P&L ownership)
Excellent communication and stakeholder engagement
High proficiency in English required

Nice To Haves

Master’s degree in related discipline, such as business, marketing, engineering, or environmental science + 8 years
Proven track record in solution and value selling
Strong leadership and strategic planning capabilities
International experience highly preferred
25%-50% travel within mostly continental US, potential international travel required

Responsibilities

Key Accounts Segment the market and identify key accounts based on business potential
Cultivate positive and lasting relationships with key account holders
Manage critical accounts with responsibility for revenue, profit, and Voice of Customer (VOC)
Resolve complex commercial issues using advanced problem-solving skills.
Market Analysis Promote products
Conduct opportunity size analysis
Understand and communicate industry trends to a broader Xylem team to increase potential for sales within the Data Center industry
Work closely with the product team to build business cases necessary to support new or enhanced product solution development
Be an ambassador/SME for the Data Center vertical market within the Water Solutions and Services (WSS) segment
Coordinate segment level business activities with enterprise level Xylem colleagues
Strategic Leadership Define and execute Xylem’s overall approach to the Data Center vertical market
Drive growth through differentiated product and service offerings
Direct and coordinate efforts with a team of Vertical Market Leads and Business Developers
Lead vertical specific go to market strategies, including value propositions, messaging, and market campaigns aligned with Data Center customer needs
Performance & Growth Drive sales pipeline development by partnering with sales and marketing resources to identify, prioritize, and advance qualified opportunities across regions
Increase share of wallet per customer within the vertical
Own the “virtual P&L” for the vertical, including accountability for segment KPI’s
North American Focus, International Responsibility Operate with a focus on the North American market, while identifying potential international opportunities and promoting appropriately
Carry the offer for expansion of our water treatment products and services forward
Interface, collaborate, and support international colleagues
Responsible for Xylem's overall approach to the market and will drive growth by carefully and selectively pursuing actions to differentiate Xylem's product and service offers to the market
Provide vertical market leadership to commercial team; identifies and resolves most complex problems and applies problem-solving skills to deal with most situations
Creates market campaigns designed to increase awareness of Xylem solutions and services among internal and external users, influencers, and specifiers
Provides insights and suggestions to the M & A (mergers and acquisitions) team as necessary
Translates industry drivers into actionable market and sales initiatives designed to increase sales into the relevant vertical market
Growth in sales and EBITDA for the relevant vertical market
Growth in rate of success for pursuit of opportunities in vertical market
Increased vertical market sales penetration, measured both by penetration into number of customers, as well as by increased share of wallet captured per customer in the vertical market
Owner of "virtual P&L" of vertical market, (KPI's for role include market P&L)
Directs sales and R&D strategy and direction within customer segment
Critical key account assignments with revenue, profit, and VOC responsibility for Xylem business within a vertical