Associate Director, Sales

ROLES & RESPONSIBILITIES

• Develop and maintain strong, long-term relationships with hyperscale data centre clients, with a strong focus on executive and C-level engagement.
• Serve as the primary point of contact for key hyperscale accounts, ensuring client needs are addressed and strong customer satisfaction is maintained.
• Build multi-threaded relationships across clients’ technical, operational, procurement, commercial, and executive teams.
• Engage regularly with clients to understand their business objectives, growth strategies, investment priorities, ROI expectations, and key challenges.
• Develop and execute strategic account plans to drive revenue growth, account expansion, and long-term customer value.
• Partner with C-suite stakeholders to understand strategic priorities and translate them into actionable business opportunities.
• Identify and pursue new business opportunities across existing and prospective Western hyperscale accounts.
• Collaborate closely with internal technical, commercial, resource development, and marketing teams to develop tailored solutions for customers.
• Lead complex commercial negotiations and close high-value contracts while ensuring commercial terms align with company objectives and risk parameters.
• Manage long-cycle, multi-stakeholder sales processes involving technical solutioning, capacity requirements, commercial structures, and contract negotiations.
• Track and report key account and commercial metrics, including sales performance, pipeline, customer feedback, account development, and market trends.
• Maintain a strong understanding of hyperscale buying models, procurement processes, vendor governance, and decision-making structures.
• Understand customer capacity planning requirements, power and cooling constraints, and phased data centre expansion models.
• Monitor industry trends, competitive developments, customer investment strategies, and emerging technologies within the hyperscale data centre market.
• Leverage market and industry knowledge to strengthen the company’s positioning and identify strategic growth opportunities.
• Represent the company at relevant industry events, conferences, customer meetings, and trade shows to strengthen relationships and develop new opportunities.

QUALIFICATIONS & REQUIREMENTS

• Bachelor’s degree in Business, Engineering, IT, or a related discipline; MBA or other advanced qualification is an advantage.
• Demonstrated experience owning and growing one or more global hyperscale customer accounts
• Proven experience carrying revenue or quota responsibility and expanding strategic customer relationships across multiple sites, markets, or regions.
• Strong track record of closing complex, high-value, multi-stakeholder deals involving long sales cycles, technical solutioning, and commercial negotiations.
• Strong understanding of data centre infrastructure, hyperscale requirements, cloud computing, and related technologies.
• Strong knowledge of hyperscale procurement processes, commercial models, vendor governance, capacity planning, and infrastructure requirements.
• Strong executive-level communication, stakeholder management, presentation, and commercial negotiation capabilities.
• Ability to engage confidently and credibly with senior executives and C-suite stakeholders.
• Strategic thinker with the ability to develop and execute long-term account strategies while delivering near-term commercial results.
• Strong commercial judgment across pricing, contract structures, negotiations, and risk management.
• Results-driven, with a demonstrated ability to achieve and exceed revenue and account growth targets.
• Ability to balance short-term revenue delivery with long-term strategic account development and customer value.
• Exceptional interpersonal and relationship-building skills, with the ability to establish trust across multiple stakeholder levels.
• Ability to work independently and collaboratively in a fast-paced, dynamic, and international environment.
• Adaptable and resilient, with the ability to manage complex situations, competing priorities, and changing customer requirements.
• Willingness to travel up to 50% of the time for customer meetings, industry events, and company site visits.