Sales Manager, Data Center Power Generation

Ingersoll-Rand plc; Davidson (NC); On-site; USD 120,000 - 180,000; Full time

Job summary

Ingersoll Rand plc in North Carolina seeks a Sales Manager – Data Center Power Generation to lead the full sales cycle for multi-MW generator and backup power projects, targeting hyperscale, colocation, and EPC customers. The role requires strategic account management and strong technical sales capabilities to win complex, long-cycle opportunities.

The position emphasizes collaboration with engineering and operations to deliver customized MV power solutions (5–15 kV) and ensure uptime for

Qualifications

• Preferred Bachelor’s degree in Engineering, Business, or related field.
• Preferred 8–15+ years in technical or industrial sales.
• Minimum 5+ years in data center, power generation, or mission-critical infrastructure.
• Proven success selling multi-million-dollar capital equipment.
• Experience with long sales cycles (12–36 months).

Responsibilities

• Identify, develop, and convert opportunities with colocation providers, EPC firms, and consulting engineers.
• Build and maintain a robust pipeline of multi-MW generator and power system projects.
• Lead pursuit strategy for large-scale backup power projects and influence specifications early in design.
• Develop executive relationships and account plans for strategic growth and share-of-wallet.
• Coordinate cross-functional teams for RFQ/RFP responses and project execution.
• Collaborate with engineering and operations to deliver customized power solutions.

Skills

Technical sales expertise

Strategic account management

Consultative selling

Executive presence

Negotiation

Education

Bachelor’s degree in Engineering, Business, or related field

Job description

Job Title: Sales Manager – Data Center Power Generation

Location: North Carolina

Role Overview

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.

Key Responsibilities

1. Business Development & Pipeline Growth

• Identify, develop, and convert opportunities with:
• Colocation providers (e.g., Equinix, Digital Realty)
• 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

2. Strategic Sales Execution

• 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:
• Drive win strategies to maximize revenue and margin performance

3. Key Account Management

• 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.

4. Technical & Solution Selling

• Medium-voltage systems (5–15 kV) and switchgear; as required
• Data center redundancy architectures (N+1, 2N) (to understand)
• Load profiles, uptime, and reliability requirements (to understand)
• Partner with engineering to deliver customized and optimized solutions

5. Project & Bid Management

• Lead RFQ/RFP responses and coordinate cross-functional teams:
• Application Engineering
• Project/Program Management
• Supply Chain
• Manage change orders, risk, and commercial alignment throughout the sales cycle

6. Cross-Functional Collaboration

• Work closely with:
• Program/Project Management (execution alignment)
• Order Management (order accuracy and fulfillment)
• Service teams (lifecycle and O&M opportunities)
• Ensure strong alignment between sales commitments and operational delivery
• Monitor and analyze:
• Pricing trends and specification shifts
• Data center growth, AI workload demand, and power density trends
• Provide insights to inform product strategy and go-to-market approach

Key Performance Indicators (KPIs)

• Revenue and bookings performance
• Win rate on strategic pursuits
• Specification (“spec-in”) success rate
• Market share growth in target segments
• Customer satisfaction and account retention

Qualifications & Experience

Education

• Preferred Bachelor’s degree in Engineering, Business, or related field
• Preferred 8–15+ years in technical or industrial sales
• Minimum 5+ years in data center, power generation, or mission-critical infrastructure
• Proven success selling:
• Multi-million-dollar capital equipment
• Project-based engineered solutions
• Experience with long sales cycles (12–36 months)

Technical & Commercial Expertise

• Strong knowledge of:
• Generator systems and backup power solutions
• Medium-voltage electrical systems (5–15 kV)
• Data center power architecture and redundancy standards
• Financial and commercial acumen:
• Deal structuring
• Bid strategy and negotiations
• Consultative / solution selling
• Strategic account management
• Executive presence and stakeholder influence
• Strong negotiation and communication skills
• Cross-functional leadership
• Pipeline discipline and forecasting rigor

Travel Requirements

• 40%–60% travel (customer meetings, project sites, industry events)

Why Join Ingersoll Rand

• 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 We Value at Ingersoll Rand

• We think and act like owners. We take accountability, bounce back from setbacks, and operate with a bias for action.
• We are bold in our aspirations. We tackle hard problems with confidence, humility, and integrity.
• We foster inspired teams. We embrace diverse perspectives and are committed to equity and inclusion.
• We are committed to making our customers successful. We aim to be connected for life, delivering essential and mission-critical solutions.

Special Accommodation

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Lean on us to help you make life better

Ingersoll Rand is committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request and a member of our team will contact you.