The Role
Leads strategic account growth with EPCs and data center developers, managing $10M-plus solution pursuits from specification through award and project execution. Responsibilities include account planning, executive relationship management, consultative technical selling, opportunity shaping, cross-functional pursuit leadership, commercial strategy, negotiations, forecasting, and transition to delivery. The role focuses on gas skid and station solutions involving metering, pressure regulation, gas quality analysis, leak detection, and related instrumentation.
Summary Generated by Built In
The successful candidate will combine strategic account leadership, customer relationship management, technical credibility and disciplined deal execution.
- Develop and execute strategic account plans for priority EPCs and data center developers.
- Build and manage a qualified pipeline of $10 million-plus projects from concept/ specification through award.
- Build relationships with executive, commercial and technical stakeholders to understand business priorities, project requirements, risk factors and decision criteria.
- Lead consultative selling of gas skid and station solutions, translating customer requirements into differentiated technical and commercial value propositions.
- Shape opportunities early by influencing project specifications, approved-vendor strategies, front-end engineering decisions and procurement approaches.
- Coordinate cross-functional pursuit teams across proposals, project engineering, project execution, procurement, services, legal, finance and supply chain.
- Own commercial strategy, proposal quality, contract negotiations and value-based deal positioning while protecting margin and managing risk.
- Maintain accurate opportunity data, account plans, forecasts, competitive intel and executive updates in the customer relationship management system.
- Represent the business at customer meetings, industry events and executive reviews; monitor data center, energy infrastructure and competitive trends.
- Ensure effective transition from sales to project execution and remain engaged through commissioning, service and expansion opportunities.
- Integrated skid and station packages for fuel gas conditioning, flow metering, pressure monitoring and regulation and gas composition analysis
- Gas flow measurement solutions
- Pressure regulation and monitoring solutions
- Gas quality measurement, analysis and flow computing solutions.
- Gas leak detection systems.
- Pressure and temperature measurements
- 10+ years’ experience in complex solution sales and strategic accounts sales within EPCs and major industrial customers.
- Demonstrated success leading long-cycle, $10M+ dollar pursuits.
- Ability to communicate technical concepts and business value effectively to executive, engineering, procurement and operations audiences.
- Strong commercial judgment, financial acumen, execution discipline and executive presence.
- Ability to travel to customer sites, project locations and industry events as required.
- Degree in engineering, business or related discipline.
- Direct experience selling to hyperscale, colocation or enterprise data center customers and their EPC partners.
- Relationships at major US EPCs
- Experience with gas metering, pressure regulation, gas quality, instrumentation, controls or packaged skid systems.
- Growth in qualified pipeline, bookings and margin performance on bookings.
Strategic, customer-focused and highly collaborative, with the ability to simplify complexity, mobilize diverse teams, make sound decisions under ambiguity and maintain accountability from opportunity development through customer delivery.
Skills Required
- 10+ years of experience in complex solution sales and strategic account sales within EPCs and major industrial customers
- Demonstrated success leading long-cycle, $10M-plus pursuits
- Ability to communicate technical concepts and business value to executive, engineering, procurement, and operations audiences
- Strong commercial judgment, financial acumen, execution discipline, and executive presence
- Ability to travel to customer sites, project locations, and industry events as required
- Degree in engineering, business, or a related discipline
- Direct experience selling to hyperscale, colocation, or enterprise data center customers and their EPC partners
- Relationships at major US EPCs
- Experience with gas metering, pressure regulation, gas quality, instrumentation, controls, or packaged skid systems
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The Company
