Product Line Sales Manager - White Space

Eaton; Glasgow; On-site; GBP 85,000 - 110,000; Full time

Job summary

Eaton is seeking a Product Line Sales Manager – White Space to drive growth for its White Space portfolio with a focus on large Data Centre customers. You will expand from Grey Space into White Space, leveraging the already successful Data Centre ecosystem and engaging with end users and partners across channels.

You will build and manage a pipeline, develop strategic relationships, and work within an international matrix organization to deliver revenue through Eaton’s country sales teams.

Qualifications

• Engineering degree or equivalent technical/commercial background.
• 10+ years’ experience in Sales, Business Development or Market Development in the Data Centre industry.
• Proven success developing new business opportunities and driving revenue growth.

Responsibilities

• Drive sales growth of Eaton’s White Space portfolio through proactive business development and customer acquisition activities
• Identify, develop and convert new opportunities across large Data Centre customers and target market segments
• Build strong relationships with end users and ecosystem partners, including consultants, integrators, contractors, installers and VARs
• Develop and execute route-to-market strategies to maximise market coverage and growth opportunities
• Generate and maintain a healthy pipeline of qualified opportunities through direct customer engagement, ecosystem development and CRM discipline
• Lead customer projects (solution positioning, tenders, pricing and deployment follow-up)
• Collaborate closely with Eaton country sales teams to convert opportunities into profitable business
• Provide market, customer and competitive insights to support product strategy, forecasting and future growth initiatives

Skills

Data Centre sales

Stakeholder management

Negotiation

Relationship building

English fluent

Education

Engineering degree

Job description

About Eaton

Eaton’s Distributed Power Quality Business unit is a $250M+ EMEA business headquartered in Grenoble–Montbonnot, France, with over a decade of consistent growth.

Our White Space portfolio includes

Rack PDUs, Direct Chip Cooling, Air & Cable Containment, IT Racks, Fiber & Copper Connectivity, KVMs, ATS and Software, complementing Eaton’s leadership in single-phase UPS solutions.

We serve a broad customer base across EMEA, from small IT users to hyperscale data centres, through IT and electrical channels, as well as selected large direct accounts.

What you’ll do

As Product Line Sales Manager – White Space, you will drive the growth of Eaton’s White Space portfolio with a strong focus on large Data Centre customers.

Building on Eaton’s established success in the "Grey Space" (3-phase UPS, transformers, upstream power distribution), you will play a key role in accelerating our expansion into the White Space segment.

Success in this role requires a proactive business development approach, identifying new opportunities, developing strategic customer relationships and building a strong pipeline of projects across the Data Centre ecosystem.

You will engage directly with end users and the wider ecosystem (consultants, contractors, integrators, installers and value-added resellers), ensuring strong alignment across all sales channels.

You will manage a combination of key strategic accounts and a defined geographical territory, with revenue delivered through Eaton’s country sales organisations.

Key Responsibilities

• Drive sales growth of Eaton’s White Space portfolio through proactive business development and customer acquisition activities
• Identify, develop and convert new opportunities across large Data Centre customers and target market segments
• Build strong relationships with end users and ecosystem partners, including consultants, integrators, contractors, installers and VARs
• Develop and execute route-to-market strategies to maximise market coverage and growth opportunities
• Generate and maintain a healthy pipeline of qualified opportunities through direct customer engagement, ecosystem development and CRM discipline
• Lead customer projects (solution positioning, tenders, pricing and deployment follow-up)
• Collaborate closely with Eaton country sales teams to convert opportunities into profitable business
• Provide market, customer and competitive insights to support product strategy, forecasting and future growth initiatives

Qualifications

• Engineering degree or equivalent technical/commercial background preferred
• 10+ years’ experience in Sales, Business Development or Market Development roles within the Data Centre industry
• Demonstrated success developing new business opportunities, building strategic relationships and driving revenue growth

Skills & Experience

• Good understanding and exposure to selling, promoting or supporting Data Centre environments, infrastructure solutions and customer ecosystems
• Ability to identify, develop and convert new business opportunities is essential to this role
• Experience engaging with Data Centre operators, colocation providers, consultants, contractors, integrators, channel partners or end users
• Exposure to White Space infrastructure solutions, ideally across several categories such as Rack PDUs, IT Racks, rack‑level power distribution, cooling solutions, containment, connectivity, KVMs, ATS or software
• Experience working in international and matrix organisations
• Ability to navigate complex stakeholder environments
• Strong negotiation, influencing and relationship‑building skills
• Entrepreneurial mindset with a self‑starter attitude
• Excellent communication and presentation skills
• Strong commercial mindset and customer focus
• Fluent English (written and spoken)

Why Join Eaton ?

• Be part of a growing EMEA business with a strong track record and strategic focus on data centre expansion
• Play a key role in accelerating Eaton’s White Space strategy, a high‑growth and high‑visibility segment
• Work with a broad and innovative portfolio covering critical infrastructure for modern data centres
• Collaborate in an international environment with exposure to large‑scale projects and leading customers
• Benefit from Eaton’s reputation as a global leader in power management with strong investment in innovation and sustainability
• Enjoy a culture that values ownership, collaboration and entrepreneurial mindset
• Access career development opportunities across a global organisation

All positions may require participation in video and in‑person interviews as part of the hiring process. All candidates will be evaluated based on job‑related competencies, and all candidates’ privacy rights and data security will be protected in accordance with applicable laws.

We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.