VICE PRESIDENT DATA CENTER GROWTH

NP is investing in a growth catalyst to drive and accelerate diversification into new high-value verticals with data centers as the primary focus. The plan is to hire a credentialed revenue growth leader in each target vertical and surround him/her with sales engineering and operations resources to exceed annual growth plans. This team will initially build out the data center vertical to the extent it can be served systematically by applying NP’s historical customer solutions and services playbook.

Reporting to Chris Hutter, CEO, and working in close cooperation with the Senior Leadership Team, the Vice President Data Center Growth (VPDCG) is responsible for data center market assessment, go-to-market strategy, and successful execution relative to plan. The VPDCG will own all revenue generation processes and accountability for driving integration and alignment between marketing, sales, customer support, pricing, partners, and operations. The VPDCG will develop KPIs & MBOs focused on data center vertical penetration, presence, and customer acquisition resulting in an established long term pipeline confidence. The VPDCG will prove instrumental in assuring the strategic planning process by the creation of predictable and sustainable revenue acquisition forecasts.

National Power is at an exciting stage in its growth and development having already established “recognized leader” status with the world’s leading telecommunications companies. They’ve served head ends and other mission critical power infrastructure successfully for years. As capacity demand grows to new orders of magnitudes, NP sees the expansion of their holistic services as highly applicable and directly transferable to the broader market. This first step into the data center market represents a shift to broader application of NP’s programmatic success to broader markets resulting in scale and a new level of value creation.

The VPDCG will be a durable and credible executive with leadership characteristics that affect positive inertia, instill a vision, empower a culture, and open NP to new commercial opportunities in the data center market. He/She will formulate the underpinnings of a scalable revenue engine and tune everything for execution, defining and tracking metrics, analysis, and performance benchmarks relative to multiple concurrent growth initiatives. It is expected the VPDCG will remain cognizant and participate in improvements on product, business operations, finance, customer experience, and personnel operations. This purview will allow the VPDCG to learn quickly how to derive revenue from existing culture and resources, build a plan, hire to execute effectively, and get to the point of strategically looking around corners into new markets.

VPDCG NEAR TERM OBJECTIVES

– Take inventory of what made NP successful to date and develop a holistic strategy on how to succinctly define, leverage, and extrapolate the value proposition to the data center market.
– Assess current sales and marketing personnel and resources to determine how to maximize the full suite of solutions NP offers and effectively engages with target audiences.
– Author and implement a strategy on how to retain and expand revenue with NP’s top 25 customers by expanding services and identifying opportunities to add additional value.
– Author a strategic plan on how to effectively leverage and replicate existing successes with new customers whether in new geographic markets and/or new market verticals.
– Partner with other members of the executive team to execute the current corporate strategic plan while incorporating their ideas in the development of future plans.
– Ensure performance, strategy, and alignment of all revenue-generating aspects
– In collaboration with the executive team, create and monitor key performance indicators for revenue acquisition in accordance with strategic growth plans.

 

ROLES & RESPONSIBILITIES

– Monitor the marketplace and analyze opportunities, providing competitive analysis, strategies, and tactics
– Stay connected with customers to ensure broad market needs are incorporated into the product / services development and enhancement cycle
– Collaborate with finance, product management, and marketing on messaging, pricing strategies, and business models to achieve revenue goals
– Establish a credible and more deeply refined business plan with the CEO, Board, and SLT and be accountable for its successful execution
– Identify and capture appropriate market opportunities that leverage current capabilities and expertise to expand sales and enhance the company’s valuation
– Provide the overall leadership, acumen, action and working environment necessary to build a world-class solutions and services enterprise which provides enduring customer value.
– Articulate the company’s business plan, competitive advantages, and vision to customers, internal teams, senior leadership, the Board, and investor audiences.
– Establish realistic annual sales performance goals and define detailed plans to achieve
– Develop the marketing strategy, resources, and tools to support the business plan
– Create accountability within the company by developing appropriate metrics and aligning compensation and promotions with specific achievements
– Develop and implement robust sales management processes – pipeline, account planning, and proposals
– Work closely with CFO to align financial planning, analysis, and reporting to the board
– Align profitability and operating expenses plans with monthly, quarterly, and yearly variances
– Identify and establish strong channel and representative relationships with National Power’s extended partners and suppliers

 

KNOWLEDGE AND EXPERIENCE REQUIREMENTS

Revenue Generation – Demonstrated success authoring strategic sales and marketing plans that achieve YOY revenue goals
– Broad geographic and diverse market audience reach
– Familiar with forecasting revenue cadence of long sales cycles
– Diverse sales and marketing resources leveraged including direct sales, brand management, SEO, channel relationships, advertising / sponsorship, and other strategic partnerships
– Evident rolodex reflecting extent of existing high level, influential industry relationships

Executive Leadership – Achieved near and long-term revenue growth goals via a holistic approach inclusive of leading people, planning, process, and resource utilization
– Strategic Alignment – Makes evident and aligns people to a common path and outcome
– Multi-Disciplined – Empathy for diverse functional perspectives and emphasizes the value of bridging gaps and bringing people and entities together
– Team Builder – Has built sales organizations and resources that outperform targets

Strategic Business Acumen – Ties business planning and decision making to purposeful outcome of increasing corporate / shareholder value
– The singular focus is a team collaboration resulting from astute understanding of broad market trends and resulting direction
– Astute revenue generation considerations of opportunities in the broader market to include strategic partners, investment sources, and M&A
– Authorship and successful execution of a business plan with demonstrated cognizance on healthy, profitable, and sustainable customer partnerships

Market Knowledge – Currently immersed in the data center infrastructure market
– Demonstrated command of the current state of data center capacity demand, its heading and trajectory, and how to position NP effectively
– Able to successfully navigate large enterprise and hyperscale audience’s complex decision maker and influencer ecosystems
– Able to analyze, break down, and develop industry specific value propositions for the range of NP’s design, build, and maintain services solutions

Cultural Leader – Demonstrated collaborator and motivator of diverse functions and resources
– Earn and maintain respect of the Board, customers, prospects, and colleagues by virtue of the purposeful nature of his / her professional actions and directives
– Prior experience managing and building through a transformational growth environment
– Reflects the cultural substrate of existing executive team and board to include tenacity, integrity, hard work, honesty, and intelligence

Personal Characteristics – Charismatic and passionate individual with an intrinsic, gravitational energy and enthusiasm for business
– Critical problem solver – Sees challenges as opportunities for improvement and leads passionate dialog to address and solve problems
– Great communicator – Ability to convey the intrinsic benefit of NP’s value proposition to benefit the procurement process via high level of patience, diligence, and diplomacy
– Credibility & Humility – A career relationship builder with broad influencers in the procurement process. Has been through the trenches, experienced wins and losses, and maintained personal and professional integrity with his/her extended constituency

Evangelical – Recognized in the data center market as credible and respected, either through a strong personal brand and/or a thought leader in the form of industry white papers, blogs, presentations, articles, etc.
– Industry speaker, advocate, and ambassador for progressive design / build / operate solutions
– Evidence of actionable activities to bring positive and sustainable change to the data center product, solutions, and services ‘economy.’
– Knows and is credible with the industry leadership whose influence is necessary to enact and achieve change, for the benefit of the industry as a whole

 

WHY CONSIDER THIS OPPORTUNITY WITH NATIONAL POWER?

Kerosene – NP has the credentialed history and operational service excellence to scale as an organization at this time. The VPDCG will introduce this success to the data center industry just as it’s growing capacity to new orders of magnitude.

Capital – NP & Ridgemont Capital Partners have convened to agree on the investment necessary to hire a credentialed VPDCG to support the new vertical growth plan to leverage a national team and platform of services and solutions.

Success – NP maintains highly referenceable credibility with their customers and consistently deliver projects on time and budget. They simply require “at bats” with newly developed and qualified data center audiences of influence to present and deliver.

Culture – NP has built a foundation of operational, procedural, and process excellence resulting in a pride of ownership and confidence for the years ahead. The team is aligned and enthusiastic about the company’s expansion and rate of growth.

Chapter – NP is facing a new and unprecedented chapter of market opportunity realization. The global data center market is growing unabated and NP is perfectly poised to leverage historical client successes while entering this and other new verticals.

Leadership – Chris Hutter has decades of sales management success, leading multiple organization’s revenue generation strategy and resulting execution. He’s a remarkable servant leader who has held this new vertical role and is eager to provide mentorship and direction.

 

COMPENSATION

The VPDCG compensation package is expected to include a competitive base salary (relative to market and candidate’s current situation), annual performance bonus, and equity, the value of which the VPDCG will impact dramatically.

Additionally, the VPDCG will enjoy a comprehensive benefits package that’s designed to support personal and professional well-being, to include health insurance, 401k matching, life and disability insurance, paid sick time, 3 weeks PTO, up to 9 paid company holidays, paid maternal leave, and more.

 

SEARCH PROCESS

Following a thorough exchange of information relating to company information, resume, and key qualifying criteria, CFS Partners anticipates recommending a short list of candidates to Chris Hutter, CEO in late April. Following an initial introductory call, finalist candidates will meet with select Senior Leadership Team members along with Ridgemont Equity Partners leadership.

Selected finalists will create and present their Go-To-Market thesis to an Executive Committee in person. The selected finalist will be presented with a compelling and competitive offer contingent on background check and thorough references.

Join National Power on their Mission To Keep America’s Critical Infrastructure Running –

– “At National Power, we work to keep the country’s largest and most mission-critical industries operational through power systems and infrastructure and we strive to make our name synonymous with reliability and peace of mind. If you share this sense of purpose and are motivated by the opportunity to be part of a dynamic, winning team, then join us and let’s grow our futures together!”