Senior Director, Sales & Business Development

MHI RJ Aviation Group; Plano, Northern (TX, KY); On-site; USD 180,000 - 260,000; Full time

Job summary

Mitsubishi Heavy Industries America, Inc. (MHIA) seeks a Senior Director of Sales & Business Development to lead commercial strategy for the Data Center & Energy Management portfolio in the United States. This is a hybrid role based in Plano, Texas.

Lead a customer-focused sales organization, shape demand, build a robust pipeline, and win strategic accounts. Coordinate with global teams to deliver profitable growth and scalable solutions.

Qualifications

• Bachelor's degree in business, engineering, or a related field.
• 17+ years of experience in sales and/or business development.
• 5+ years in data center, power generation, energy systems, or related sectors.
• Proven track record of originating and closing large deals in the U.S.
• Proficiency with CRM tools, MS Office, and business planning tools.

Responsibilities

• Own full commercial revenue growth, margin expansion, and orders in the U.S. market.
• Promote Mitsubishi Heavy Industries’ cooling, power, and modular solutions to increase market share.
• Develop go-to-market strategies with high-value, solution-based selling.
• Establish pricing models and deal governance prioritizing profitability and risk control.
• Lead end-to-end sales execution from engagement to contract finalization.
• Build and manage a high-quality pipeline with clear qualification criteria.
• Lead early customer engagement to influence specifications and position solutions as preferred standards.

Skills

Sales leadership

Negotiation

Communication

Stakeholder management

CRM tools

MS Office

Business planning

Education

B.A./B.S. in Business or Engineering

Tools

CRM software

MS Office Suite

Job description

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Senior Director, Sales & Business Development

Company Name: Mitsubishi Heavy Industries America, Inc.

Location: Plano, TX, US, 75024

Job Description: Mitsubishi Heavy Industries America, Inc. (MHIA) is looking for a Senior Director, Sales & Business Development to join our team. This is a hybrid role based out of our Plano, Texas, location.

ABOUT MITSUBISHI HEAVY INDUSTRIES AMERICA, INC. (MHIA):

For over 130 years, Mitsubishi Heavy Industries (MHI) Group’s innovative and integrated solutions have demonstrated our commitment to creating a positive social impact around the globe. Our range of products and services is tailored to meet our customers’ evolving needs across the commercial aviation, energy, transportation and infrastructure, machinery, defense, and space systems sectors.

Our culture embraces diversity and cooperation, and we promote a healthy balance of professional and personal development, ensuring that your ideas and expertise are valued and respected.

SCOPE:

The Senior Director of Sales & Business Development is responsible for leading commercial strategy and business development activities for the Data Center & Energy Management business in the United States. The role is accountable for accelerating market adoption of Mitsubishi Heavy Industries’ cooling, power generation, power distribution, and modular infrastructure solutions within the data center sector and other industrial sectors. This position provides leadership for the development of a customer-focused, performance-driven sales organization capable of securing strategic accounts, strengthening long-term customer relationships, and delivering profitable growth. The role is responsible for positioning Mitsubishi Heavy Industries’ integrated portfolio, including centrifugal chillers, cooling distribution systems, gas engines, emergency generators, power distribution solutions, and modularized utility offerings, as differentiated solutions that support speed to market, quality, scalability, and reliability for next-generation data center infrastructure and other mission-critical infrastructure. The Senior Director leads early customer engagement to influence project specifications, shape demand, and position Mitsubishi solutions during the planning phase. The role also establishes commercial discipline through pipeline qualification, pricing strategy, and deal selection processes that support profitability, risk management, and sustainable business growth. As a senior leader within a growing U.S. business, this position builds and scales commercial capabilities, aligns closely with global teams, and ensures product, delivery, and commercial strategies are effectively leveraged to support market penetration and long-term business objectives. This position collaborates with global stakeholders across Japan and the U.S. to align priorities, enable effective execution, and support MHIA’s long-term business objectives.

The ideal candidate will have at least seventeen (17) years of experience in sales and/or business development and at least five (5) years of experience in the data center, power generation, energy systems, or related industrial sectors.

MHIA regrets that it is unable to sponsor employment Visas or consider individuals on time-limited Visa status for this position.

JOB RESPONSIBILITIES:

Commercial Leadership

• 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.

Business Development

• 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.

Sales Execution

• 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.

Customer & Stakeholder 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.

Organization & Team Development

• 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.

Strategic Planning & Market Intelligence

• 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.
• This list of responsibilities is not all-inclusive, and an employee may be required to perform other relevant duties as assigned.

MINIMUM REQUIRED QUALIFICATIONS:

• Education Requirement: B.A. or B.S. in Business, Engineering, or related field.
• Experience: 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.

PREFERRED QUALIFICATIONS:

• 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.

WORKING CONDITIONS:

• Travel: 30-50% (domestic and occasional international)
• Standard Monday through Friday work week; additional hours as required based on business needs
• Lifting/physical requirements: Regularly required to sit for long periods, stand, walk, talk, and/or hear. Occasionally lift and/or move up to 25 pounds.

Why Should You Apply?

• Excellent Benefits (Medical, Dental, Vision & 401K Matching)
• Excellent growth and advancement opportunities
• Paid vacation, sick time, and 15 holidays
• Committed to quality products and services.
• Great working environment and culture

MHIA is an Equal Employment Opportunity (EEO) employer actively seeking to diversify the workforce and is committed to a policy of equal employment opportunity. Therefore, all qualified applicants are strongly encouraged to apply. #LI-Onsite