Position Summary
The Director of Sales & Estimating– Data Center is responsible for driving revenue growth while leading the organization's preconstruction and estimating efforts for mission-critical data center projects. This individual will oversee a team of Strategic Account Managers, and Preconstruction/Estimating professionals responsible for identifying opportunities, developing customer relationships, building competitive estimates, and delivering winning proposals.
This leader serves as the bridge between Sales, Engineering, Operations, and Executive Leadership to ensure every pursuit is technically sound, commercially competitive, and strategically aligned with company growth objectives.
The ideal candidate possesses extensive experience selling and estimating structured cabling, fiber infrastructure, low-voltage systems, and mission-critical technologies within hyperscale, enterprise, and colocation data centers.
Primary Responsibilities
Sales Leadership
- Lead, coach, and develop a team of Strategic Account Managers focused on expanding the company's Data Center business nationwide.
- Establish annual sales strategies, territory plans, and revenue goals aligned with organizational growth objectives.
- Drive opportunity generation through strategic customer engagement, partner relationships, and industry networking.
- Monitor pipeline health, forecasting accuracy, sales activity, and team performance using CRM metrics.
- Mentor sales representatives on complex solution selling and executive-level customer engagement.
Preconstruction & Estimating Leadership
- Lead and develop the Data Center Estimating and Preconstruction team responsible for conceptual budgets, BOM estimates, detailed project estimates, and proposal development.
- Oversee the complete estimating lifecycle from opportunity qualification through final proposal submission.
- Review and approve major project estimates before customer delivery.
- Establish standardized estimating methodologies, pricing strategies, and quality control processes.
- Ensure estimates accurately reflect labor, material, subcontractor, logistics, schedule, and project risk.
- Continuously improve estimating accuracy through historical cost analysis and post-project feedback.
Strategic Pursuit Management
- Partner with Sales, Engineering, Operations, and Executive Leadership to develop winning pursuit strategies.
- Lead bid strategy meetings, proposal reviews, value engineering discussions, and customer presentations.
- Assist in contract negotiations by providing commercial and technical guidance.
- Ensure seamless project handoff from Sales and Estimating to Operations following project award.
Customer & Industry Leadership
- Build executive relationships with hyperscale, colocation, enterprise, and mission-critical customers.
- Develop partnerships with general contractors, owners, consultants, technology manufacturers, and strategic partners.
- Represent the company at industry conferences, customer events, and networking functions.
- Stay informed on market trends, competitive activity, emerging technologies, and customer procurement strategies.
Qualifications
- Bachelor's degree preferred
- 10+ years of experience in business development and sales leadership, within the Data Center or Mission Critical industry.
- Experience managing high-performing sales teams.
- Demonstrated success selling and estimating projects involving:
- Structured Cabling
- Fiber Optic Infrastructure
- Data Center Network Infrastructure
- CCTV & Access Control
- Audio Visual
- Wireless / DAS
- Intelligent Building Technologies
- Strong understanding of data center design, construction, and project delivery.
- Experience preparing conceptual budgets, detailed estimates, and competitive proposals.
- Proven ability to lead cross-functional teams supporting large-scale pursuits.