Director, Business Development

Utilidata is a fast-growing NVIDIA-backed edge AI company enabling greater visibility and control of power utilization in energy-intensive infrastructure, like the electric grid and data centers. Karman, the company’s distributed AI platform powered by a custom NVIDIA module, is transforming the way utility companies operate the grid edge and will enable data centers to unlock more compute for the same provisioned power.

We are looking for a Director-level team member to lead our data center business development efforts. This individual will be responsible for driving sales of the Karman module with embedded software to data center operators and hardware companies (together, “data center customers”). Success in this role will be measured by data center adoption of the Karman platform and revenue growth. The position requires data center-related business development experience, ideally with consultative selling of innovative technologies. The ideal candidate is an entrepreneurial leader who can work cross-functionally with Partnerships, Product, Communications, Policy and Market Development and R&D to help refine Utilidata's path to market and business model. We are looking for team members who are mission-driven, collaborative and adaptive.

Responsibilities

• Execute a data center business development strategy for Utilidata's Karman platform, which includes securing early adopter data center customers before transitioning to broad market penetration, driving increased revenue
• Identify and cultivate new data center customers, leveraging existing customer relationships to provide direct references, and collaborating with Utilidata's external communications and marketing teams
• Foster relationships within existing and new customers to deepen Utilidata’s penetration into those target accounts and establish Utilidata’s reputation in the data center industry
• Work with Product and Communications to develop collateral and materials to support business development strategy
• Conduct market analysis and develop go-to-market strategies, including evolving our pricing and data center business model, in conjunction with the C-team, based on market feedback
• Execute internal business development project management to drive outcomes
• Engage internal stakeholders go/no-go decisions for sales opportunities 
• Coordinate resources internally and externally to create clearly documented contract close plans, aiming for timely completion of all associated contracting milestones
• Provide commercial input and customer feedback to cross functional teams to improve our product development
• Build out a team, as needed

Minimum Qualifications 

• 10+ years of work experience selling software and/or embedded systems with significant experience in the data center sector
• Proven ability to drive revenue growth
• A deep understanding of the data center ecosystem and data center business models
• Ability to manage evolving priorities and successfully achieve milestones and complete deliverables
• Experience influencing stakeholders and partners by creating a compelling call to action
• Strong communications skills (written, verbal and presentation)
• Highly collaborative work style
• Willingness to travel up to 50% of time 

Enhanced Qualifications (Nice to Have) 

• Masters