Role Summary The Data Centre Business Development Manager – Edge Applications is responsible for driving growth of the organization’s data center solution offerings with a specific focus on edge data center use cases (e.g., IoT, 5G/MEC, content delivery, low‑latency workloads).

The role combines strategic hunting for new business, solution selling, and account management to build a strong pipeline, close high‑value deals, and develop long‑term partnerships with enterprise, telecom, cloud, and channel customers.

Key Responsibilities 2.1 Business Development & Revenue Growth Develop and execute a go‑to‑market (GTM) and sales plan for data center and edge solutions in the assigned territory/segment.

Identify, qualify, and close new business opportunities with target customers (enterprise, telecom operators, ISPs, cloud/OTT providers, system integrators, OEMs).

Deliver and exceed quarterly and annual sales targets (order, revenue, margin).

Build, manage, and maintain a robust opportunity pipeline in CRM, with clear stages, probability, and timelines. 2.2 Edge Data Centre / Solution Selling Position and sell data center offerings with a strong focus on edge applications: micro/edge data centers, modular DCs, edge colocation, managed DC services, and related infrastructure (power, cooling, racks, connectivity, security, DCIM, etc.).

Understand customer workloads and application needs (latency, availability, compliance, scalability) and map them to appropriate edge and core data center architectures.

Work closely with pre‑sales/solution architects to design, size, and propose technical solutions, including TCO/ROI justification and business case development.

Lead RFQ/RFP/RFI responses, commercial proposals, and negotiations in collaboration with technical, finance, and legal teams. 2.3 Account Management & Stakeholder Engagement Develop and manage strong relationships with key decision makers: CIOs, CTOs, Heads of Infrastructure, Network/IT managers, procurement heads, and business owners.

Act as the primary point of contact for allocated key accounts, driving cross‑sell and upsell opportunities.

Conduct regular business reviews with customers to identify growth opportunities, feedback, and satisfaction levels.

Coordinate with internal delivery, operations, and customer success teams to ensure successful onboarding and handover after deal closure. 2.4 Market & Competitor Intelligence Monitor market trends in data centres and edge computing: regulatory environment, demand drivers, vertical use cases, and technology shifts.

Track competitor offerings, pricing, and positioning; provide feedback and recommendations to product and leadership teams.

Identify new segments, partners, and use cases for edge data centre expansion (e.g., smart cities,

Industry: 4.0, retail, BFSI, media, gaming). 2.5 Partner & Ecosystem Development Build and manage relationships with partners and ecosystem players: System integrators and VARs Hyperscalers and cloud providers Telecom operators and ISPs Hardware OEMs (servers, storage, network, power & cooling vendors) Drive joint GTM activities, co‑selling, and lead‑sharing programs where applicable. 2.6 Governance, Reporting & Compliance Maintain accurate records of all customer interactions, opportunities, and forecasts in CRM and internal reporting systems.

Prepare periodic sales reports, forecasts, win/loss analyses, and account plans for management.

Ensure adherence to company policies, commercial approval processes, and compliance requirements (including data protection and information security guidelines).

Required Qualifications &:

Experience: Bachelor’s degree in Engineering, IT, Electronics, or related field; MBA in Marketing / Sales / Telecom / IT (preferred). 6–10 years of total experience in B2B technology sales, with at least 3–5 years in: Data centre solutions / colocation / hosting, and/or Cloud/edge computing, network infrastructure, or related IT infrastructure solutions.

Proven track record of achieving or exceeding sales targets in enterprise or telecom segments.

Experience: selling complex, solution‑based offerings with long sales cycles and multiple stakeholders. (You may customize years of experience as “3–6 years” for a mid‑level role or “8–12 years” for a senior role.)

Technical & Domain Skills

Strong understanding of data centre fundamentals: Data centre types (core, regional, edge, modular/micro DCs) Power, cooling, racks, cabling, security, monitoring (DCIM/BMS) Connectivity (fiber, MPLS, internet, IX, peering) and redundancy concepts (N/N+1/2N).

Good grasp of edge computing concepts and associated workloads: IoT, 5G/MEC, industrial automation, content caching, real‑time analytics, etc.

Familiarity with: Cloud architectures (public, private, hybrid) and colocation models SLA concepts (availability, latency, performance) and commercial models (per rack, per kW, per footprint, managed services).

Ability to read and explain high‑level solution designs, bills of material, and sizing/quotation documents in coordination with pre‑sales.

Proficiency in MS Office (PowerPoint, Excel) and CRM tools (e.g., Salesforce, Hub Spot, Zoho).

Behavioural Competencies Strong hunting mindset with disciplined pipeline and territory management.

Excellent communication, presentation, and negotiation skills, comfortable engaging at CXO and senior management levels.

Consultative selling approach – able to understand customer business drivers and translate them into solutions and value propositions.

High level of ownership, self‑motivation, and resilience in a competitive, target‑driven environment.

Collaborative team player able to work closely with technical, operations, finance, and product teams.

Strategic thinker with the ability to balance short‑term wins and long‑term account development.

Key Performance Indicators (KPIs) Achievement of annual and quarterly revenue and margin targets from data centre and edge solutions.

Number of new logos acquired and depth of penetration in existing accounts.

Qualified opportunity pipeline value and coverage ratio (e.g., 3–4x of target).

Win rate on qualified opportunities / RFPs.

Average deal size and sales cycle time.

Customer satisfaction and retention / renewal rate.

Contribution to strategic initiatives (new verticals, new partner relationships, new edge use cases).

Working Conditions & Travel Primarily field‑based role with frequent customer and partner meetings.

Travel requirement: e.g., 40–60% of time, depending on territory.

May require occasional off‑hours engagement for customer calls across time zones and critical negotiations.

Required Qualifications &:

Experience: Bachelor’s degree in Engineering, IT, Electronics, or related field; MBA in Marketing / Sales / Telecom / IT (preferred). 6–10 years of total experience in B2B technology sales, with at least 3–5 years in: Data centre solutions / colocation / hosting, and/or Cloud/edge computing, network infrastructure, or related IT infrastructure solutions.

Proven track record of achieving or exceeding sales targets in enterprise or telecom segments.

Experience: selling complex, solution‑based offerings with long sales cycles and multiple stakeholders. (You may customize years of experience as “3–6 years” for a mid‑level role or “8–12 years” for a senior role.) Looking to make an IMPACT with your career?

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Role Summary The Data Centre Business Development Manager – Edge Applications is responsible for driving growth of the organization’s data center solution offerings with a specific focus on edge data center use cases (e.g., IoT, 5G/MEC, content delivery, low‑latency workloads).

The role combines strategic hunting for new business, solution selling, and account management to build a strong pipeline, close high‑value deals, and develop long‑term partnerships with enterprise, telecom, cloud, and channel customers.

Key Responsibilities 2.1 Business Development & Revenue Growth Develop and execute a go‑to‑market (GTM) and sales plan for data center and edge solutions in the assigned territory/segment.

Identify, qualify, and close new business opportunities with target customers (enterprise, telecom operators, ISPs, cloud/OTT providers, system integrators, OEMs).

Deliver and exceed quarterly and annual sales targets (order, revenue, margin).

Build, manage, and maintain a robust opportunity pipeline in CRM, with clear stages, probability, and timelines. 2.2 Edge Data Centre / Solution Selling Position and sell data center offerings with a strong focus on edge applications: micro/edge data centers, modular DCs, edge colocation, managed DC services, and related infrastructure (power, cooling, racks, connectivity, security, DCIM, etc.).

Understand customer workloads and application needs (latency, availability, compliance, scalability) and map them to appropriate edge and core data center architectures.

Work closely with pre‑sales/solution architects to design, size, and propose technical solutions, including TCO/ROI justification and business case development.

Lead RFQ/RFP/RFI responses, commercial proposals, and negotiations in collaboration with technical, finance, and legal teams. 2.3 Account Management & Stakeholder Engagement Develop and manage strong relationships with key decision makers: CIOs, CTOs, Heads of Infrastructure, Network/IT managers, procurement heads, and business owners.

Act as the primary point of contact for allocated key accounts, driving cross‑sell and upsell opportunities.

Conduct regular business reviews with customers to identify growth opportunities, feedback, and satisfaction levels.

Coordinate with internal delivery, operations, and customer success teams to ensure successful onboarding and handover after deal closure. 2.4 Market & Competitor Intelligence Monitor market trends in data centres and edge computing: regulatory environment, demand drivers, vertical use cases, and technology shifts.

Track competitor offerings, pricing, and positioning; provide feedback and recommendations to product and leadership teams.

Identify new segments, partners, and use cases for edge data centre expansion (e.g., smart cities,

Industry: 4.0, retail, BFSI, media, gaming). 2.5 Partner & Ecosystem Development Build and manage relationships with partners and ecosystem players: System integrators and VARs Hyperscalers and cloud providers Telecom operators and ISPs Hardware OEMs (servers, storage, network, power & cooling vendors) Drive joint GTM activities, co‑selling, and lead‑sharing programs where applicable. 2.6 Governance, Reporting & Compliance Maintain accurate records of all customer interactions, opportunities, and forecasts in CRM and internal reporting systems.

Prepare periodic sales reports, forecasts, win/loss analyses, and account plans for management.

Ensure adherence to company policies, commercial approval processes, and compliance requirements (including data protection and information security guidelines).

Required Qualifications &:

Experience: Bachelor’s degree in Engineering, IT, Electronics, or related field; MBA in Marketing / Sales / Telecom / IT (preferred). 6–10 years of total experience in B2B technology sales, with at least 3–5 years in: Data centre solutions / colocation / hosting, and/or Cloud/edge computing, network infrastructure, or related IT infrastructure solutions.

Proven track record of achieving or exceeding sales targets in enterprise or telecom segments.

Experience: selling complex, solution‑based offerings with long sales cycles and multiple stakeholders. (You may customize years of experience as “3–6 years” for a mid‑level role or “8–12 years” for a senior role.)

Technical & Domain Skills

Strong understanding of data centre fundamentals: Data centre types (core, regional, edge, modular/micro DCs) Power, cooling, racks, cabling, security, monitoring (DCIM/BMS) Connectivity (fiber, MPLS, internet, IX, peering) and redundancy concepts (N/N+1/2N).

Good grasp of edge computing concepts and associated workloads: IoT, 5G/MEC, industrial automation, content caching, real‑time analytics, etc.

Familiarity with: Cloud architectures (public, private, hybrid) and colocation models SLA concepts (availability, latency, performance) and commercial models (per rack, per kW, per footprint, managed services).

Ability to read and explain high‑level solution designs, bills of material, and sizing/quotation documents in coordination with pre‑sales.

Proficiency in MS Office (PowerPoint, Excel) and CRM tools (e.g., Salesforce, Hub Spot, Zoho).

Behavioural Competencies Strong hunting mindset with disciplined pipeline and territory management.

Excellent communication, presentation, and negotiation skills, comfortable engaging at CXO and senior management levels.

Consultative selling approach – able to understand customer business drivers and translate them into solutions and value propositions.

High level of ownership, self‑motivation, and resilience in a competitive, target‑driven environment.

Collaborative team player able to work closely with technical, operations, finance, and product teams.

Strategic thinker with the ability to balance short‑term wins and long‑term account development.

Key Performance Indicators (KPIs) Achievement of annual and quarterly revenue and margin targets from data centre and edge solutions.

Number of new logos acquired and depth of penetration in existing accounts.

Qualified opportunity pipeline value and coverage ratio (e.g., 3–4x of target).

Win rate on qualified opportunities / RFPs.

Average deal size and sales cycle time.

Customer satisfaction and retention / renewal rate.

Contribution to strategic initiatives (new verticals, new partner relationships, new edge use cases).

Working Conditions & Travel Primarily field‑based role with frequent customer and partner meetings.

Travel requirement: e.g., 40–60% of time, depending on territory.

May require occasional off‑hours engagement for customer calls across time zones and critical negotiations.

Required Qualifications &:

Experience: Bachelor’s degree in Engineering, IT, Electronics, or related field; MBA in Marketing / Sales / Telecom / IT (preferred). 6–10 years of total experience in B2B technology sales, with at least 3–5 years in: Data centre solutions / colocation / hosting, and/or Cloud/edge computing, network infrastructure, or related IT infrastructure solutions.

Proven track record of achieving or exceeding sales targets in enterprise or telecom segments.

Experience: selling complex, solution‑based offerings with long sales cycles and multiple stakeholders. (You may customize years of experience as “3–6 years” for a mid‑level role or “8–12 years” for a senior role.)