Director, Business Development, Data Centers

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 of Business Administration or equivalent advanced degree

Salary Range: $170,000 to $205,000 depending on experience and qualifications. In addition to base pay, total compensation includes performance-based bonus opportunities and participation in our equity incentive plan

Location: This position can be performed remotely from anywhere in the United States. Preference will be given to candidates located in or around the Bay Area.

Our Commitments:

Utilidata values the diversity of our team. We provide equal employment opportunities without regard to race, color, religion, creed, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability, mental disability, medical condition, pregnancy or childbirth, sexual orientation, genetics, genetic information, marital status, or status as a covered veteran or any other basis protected by applicable federal, state and local laws.

We are committed to:

• Creating a diverse and inclusive workplace that is welcoming, supportive, affirming and respectful
• Empowering employees to solve problems and work together to make a difference
• Providing mentorship and growth opportunities as part of a collaborative team
• A flexible work environment with flexible paid time off
• Competitive compensation and benefits, including health, dental, vision, and employer-match 401k