Description
We are seeking a highly skilled and motivated Technical Sales Manager to lead infrastructure solution selling within the data center industry across the Asia-Pacific region. This role combines technical expertise, solution selling skills, and business development acumen to deliver innovative, value-driven solutions to enterprise customers, colocation providers, and hyperscale operators.
Key Responsibilities:
Solution Selling & Business Development
* Solution Selling:
* Engage customers at technical and business levels to position infrastructure solutions as strategic enablers for their data center operations.
* Identify pain points and align solutions to deliver measurable business outcomes (efficiency, scalability, sustainability).
Business Case Development & Presentation:
* Build compelling business cases demonstrating ROI, TCO, and operational benefits of proposed solutions.
* Present value propositions to executive stakeholders, linking technical features to financial and strategic objectives.
Design Discussion & Technical Consultation:
* Lead design workshops with customers and consultants to validate architecture, capacity planning, and compliance with standards.
* Provide guidance on integration with existing systems and future scalability considerations.
Business Development:
* Develop and execute regional growth strategies targeting hyperscale, colocation, and enterprise data center segments.
* Identify new opportunities through market analysis, partner engagement, and ecosystem development.
* Build long-term relationships with key accounts and strategic partners to drive recurring revenue streams.
Solution Architecture & Proposal Development:
* Translate customer requirements into detailed technical designs and proposals.
* Ensure solutions meet performance, reliability, and sustainability benchmarks.
Technical Presentations & Demonstrations:
* Deliver impactful presentations tailored to technical teams and C-level executives.
* Simplify complex concepts into clear, business-relevant narratives.
Bid Management & RFP Response:
* Own technical sections of bids, ensuring competitive differentiation and compliance.
* Collaborate with internal teams for accurate costing and delivery timelines.
Proof of Concept (POC) & Validation:
* Manage POC deployments, performance testing, and customer acceptance processes.
Stakeholder Engagement:
* Act as trusted advisor throughout the sales cycle, influencing decision-making and building confidence in proposed solutions.
Requirements:
Technical Expertise:
* Strong understanding of data center infrastructure:
* Power systems (UPS, PDUs, switchgear)
* Cooling solutions (CRAC/CRAH, liquid cooling)
* Racks, cabling, and environmental monitoring
* Familiarity with industry standards (TIA-942, ASHRAE, ISO, UPTIME) and compliance requirements.
* Ability to interpret technical drawings, schematics, and capacity planning tools.
Sales & Business Skills:
* Minimum 7+ years in technical sales or solution selling within the data center or critical infrastructure domain.
* Proven track record of achieving or exceeding regional sales targets.
* Strong commercial negotiation skills and understanding of financial metrics (ROI, TCO).
* Ability to influence decision-makers and drive consensus across complex stakeholder groups.
Additional Competencies:
* Excellent presentation and communication skills (technical and executive level).
* Critical thinking and analytical ability to assess customer needs and design optimal solutions.
* Ability to travel extensively across the region (up to 50%).
* Strong understanding of the data center industry ecosystem, trends, and competitive landscape.
Soft Skills:
* Strategic mindset with ability to link technical solutions to business outcomes.
* Collaborative approach in a matrix organization.
* High level of professionalism and customer-centric attitude.