- Director, Business Development
- Private Equity
- Location is Open (U.S.-based)
Opportunity Overview
director, data center business development
The Company
Our Client is a leading provider of aftermarket lifecycle services for electronics, serving manufacturers, operators, retailers, insurers, data centers, and large corporations. The company specializes in extending the lifespan of returned electronic equipment through repair, refurbishment, reconditioning, and re-engineering, ensuring that devices meet high-quality standards. With a strong focus on sustainability, Our Client helps reduce electronic waste and supports a circular economy by giving secondhand goods a renewed life.
The Position
The Director, Data Center Business Development, will be responsible for driving market awareness of Our Client’s capabilities in the data center space and positioning the company as a top-tier alternative to industry giants. The primary objective is to establish Our Client as the #2 or #3 choice for large-scale accounts by developing and executing a strategic sales approach, building key relationships, and unlocking new revenue opportunities within this high-value market.
Responsibilities
- Create Market Awareness:
- Develop and execute a go-to-market strategy that positions Our Client as a leader in data center lifecycle solutions.
- Ensure inclusion in RFPs and bidding opportunities alongside competitors by building brand credibility.
- Educate potential customers on Our Client’s differentiators, including engineering expertise, circular economy impact, and proprietary asset disposition technology.
- New Logo Acquisition:
- Drive new business development, securing 2-3 major data center accounts in the first year, generating $10M+ in revenue.
- Identify key decision-makers and influencers within hyperscale data center operators and enterprise customers.
- Develop tailored sales pitches that demonstrate cost savings, security benefits, and sustainability advantages of partnering with Our Client.
- Direct Selling & Relationship Development:
- Build and maintain executive-level relationships with hyperscalers (AWS, Microsoft, Meta, Oracle, Google) and tier-one data center providers.
- Engage in complex, multi-stakeholder sales cycles, ensuring alignment with customers’ procurement, sustainability, and operations teams.
- Conduct in-person and virtual meetings, industry networking, and thought leadership to deepen customer engagement and credibility.
- Leverage Existing Relationships:
- Utilize Our Client’s existing Master Service Agreements (MSAs) with major tech companies to cross-sell and expand services within their accounts.
- Identify and capitalize on opportunities for service bundling, helping existing customers optimize their IT asset disposition strategies.
- Partner with internal teams to map out relationship overlaps, ensuring a cohesive and strategic approach to account expansion.
- Develop Strategic Sales Approach:
- Position Our Client as a trusted engineering partner, not just an ITAD provider, by leveraging its advanced testing, analytics, and refurbishing capabilities.
- Align sales efforts with industry trends, such as hyperscaler demand for sustainable IT asset management and circular economy initiatives.
- Develop a data-driven sales approach, incorporating customer pain points, market insights, and competitive positioning to craft compelling pitches.
- Collaborate Internally:
- Work closely with engineering and operations teams to ensure sales strategies align with Our Client’s technical capabilities and service offerings.
- Provide customer feedback and market intelligence to product development teams, helping refine solutions for data center clients.
- Collaborate with marketing and business development to create sales collateral, case studies, and targeted campaigns that support customer acquisition efforts.
Qualifications
- 10+ years of leadership experience in operationally focused roles, with a strong track record of driving process discipline, cultural transformation, and accountability.
- Hands-on problem solver with a “fixer and doer” mentality—this role requires execution over strategy, as the business model is straightforward and well-defined.
- Proven ability to unify and align teams, particularly in fragmented environments, with a focus on improving cross-departmental collaboration and operational efficiency.
- Experience leading a company through an exit (sale, acquisition, or liquidity event), with a deep understanding of value creation and deal execution.
- Strong people leadership skills, with an ability to build effective teams and foster a work environment that aligns with the company’s workforce.
- Willingness to be deeply embedded in daily operations, particularly in the first year, to drive immediate impact and set a strong foundation for long-term success.
Location and Team
Ideal Candidate Profile
A summary of key competencies required to be successful include the following:
- Functional Experience
- Expertise in IT asset disposition (ITAD), reverse logistics, and lifecycle management for data center infrastructure.
- Strong background in enterprise sales, business development, and market expansion within the hyperscaler and data center space.
- Experience in contract negotiations, RFP processes, and securing multimillion-dollar agreements with large enterprise customers.
- Knowledge of sustainability initiatives, circular economy principles, and regulatory compliance related to data center decommissioning.
- Ability to analyze financial metrics, forecast sales performance, and drive profitability through strategic account growth.
- Skilled in building, mentoring, and developing high-performing sales teams within a complex, technical sales environment.
- Proven ability to navigate change management, drive cultural alignment, and foster cross-functional collaboration in dynamic organizations.
- Industry Experience
- Extensive experience in the data center, ITAD, or enterprise technology solutions space, ideally selling into hyperscalers, cloud providers, and large-scale data center operators.
- Deep understanding of data center decommissioning, IT hardware resale, secure data erasure, and compliance standards.
- Familiarity with hyperscaler procurement processes, enterprise IT infrastructure trends, and sustainability-driven asset recovery models.
- Corporate Stage
- Experience operating in a private equity-backed or high-growth technology services company.
- Background managing $150M-$500M+ in revenue responsibility, with a strong focus on scalability and market penetration.
- Management and Leadership Experience
- Hands-On, Player/Coach Mentality – A leader who isn’t afraid to get their hands dirty, actively engaging in both strategy and execution. Someone who can set the table and clean the table, ensuring every aspect of the business moves forward.
- Lead by Example with High Accountability – Must be willing to roll up their sleeves, working alongside the team to build credibility, troubleshoot challenges, and drive results, while holding teams to high-performance standards and providing the necessary support for success.
- Action-Oriented and Practical Decision Maker – Moves quickly from strategy to execution, making data-driven, high-impact decisions, and ensuring a direct, no-nonsense approach to problem-solving and business growth.
- Builder and Fixer – Comfortable leading organizational transformation, breaking down silos, and fostering cross-functional collaboration in a fast-moving environment, with the ability to align teams and instill a culture of operational excellence.
Compensation
Compensation is competitive with the position’s requirements. In a performance-based environment, this will include a base salary and an incentive-based commission structure.
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