Job 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
* 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.
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