Title:  Technical Business Development Manager

Summary:

The Technical Business Development Manager – Data Center Segment is responsible for influencing design specifications and supporting strategic sales efforts within the mission-critical data center marketplace. This individual will cultivate relationships with consulting engineers, design/build contractors, and commissioning agents to position STULZ as the preferred Basis of Design (BOD). By acting as a subject matter expert and providing technical guidance to internal teams and channel partners, this role will enable sales success, expand market share, and support long-term growth in the data center cooling segment.

In addition, this role will mentor and manage the Technical Sales Lead, ensuring that presales technical validation, application insight, and solution alignment are effectively integrated into broader business development strategies.

Essential Duties and Responsibilities:

Position STULZ as the Preferred Solution:

• Establish STULZ as the Basis of Design (BOD) through early engagement with consulting engineers, design-build contractors, commissioning agents, AI infrastructure developers, and technology influencers.
• Deliver accredited technical presentations and represent STULZ at industry events (e.g., ASHRAE, DCD, AFCOM) and panels.

Drive Technical Sales Enablement:

• Develop deep subject matter expertise (SME) and a strong technical understanding of STULZ’s portfolio and applications.
• Provide technical support for sales partners and key accounts during design reviews, RFP responses, and client meetings.
• Track and report specification influence and stakeholder engagement using CRM tools.

Channel and Market Development:

• Collaborate with rep firms and key account managers to co-develop vertical strategies targeting hyperscale, collocation, and enterprise projects.
• Lead application training, support competitive positioning, and facilitate partner growth in alignment with strategic sales initiatives.

Mentor and Manage Technical Sales team

• Provide coaching, guidance, and career development for the Technical Sales team.
• Ensure alignment of the Tech Sales team’s priorities with broader TBDM strategies.
• Oversee contributions to pre-sales activities and consultant engagement.
• Foster collaboration with sales teams and rep partners.
• Support career growth as part of STULZ’s technical sales development initiative.

Support Voice of Customer and Marketing:

• Communicate Voice of Customer (VOC) insights to Sales Management, Operations, Engineering, Marketing, and Product teams to guide innovation and to improve the sales toolset, technical documentation, and future product development.
• Support the development of marketing collateral and specification templates in partnership with the Marketing team to align with evolving industry trends.
• Offer input to R&D and support the design development process with customer insights.

Strategic and Professional Engagement:

• Support business planning efforts in coordination with Sales Management and aligned with Executive Leadership Team (ELT) strategic direction.
• Contribute to customer acquisition and local partner growth initiatives, with measurable success metrics defined by KPIs.
• Join professional associations and pursue leadership roles (e.g., boards, panels, committees) to enhance STULZ’s industry influence.

Performance Measurement:

• Success will be evaluated through a balanced mix of KPIs centered on company growth, partner enablement, and individual objectives.

Qualifications:

• Proven technical sales expertise in HVAC or engineered solutions, preferably with a data center or mission-critical infrastructure focus.
• Ability to build lasting relationships with technical influencers and decision-makers.
• Effective presentation and communication skills for both technical and executive audiences.
• Strong organizational, planning, and CRM documentation habits.
• Self-starter with ability to work independently while collaborating across functions.

Education/Experience:

• Bachelor’s degree in mechanical engineering or related technical field required.
• 7 years of experience in technical business development, HVAC, or engineering sales.
• Background in consulting engineering or data center infrastructure strongly preferred.

Certificates, Licenses, Registrations:

• PE license or LEED certification is a plus but not required.

Language Skills:

• Excellent verbal and written communication skills.
• Ability to prepare and present technical content clearly and persuasively.

Work Environment:

• Remote or hybrid position with regular travel (30-50%).
• Collaborative cross-functional work across Sales, Engineering, Product Management, and Marketing teams.