SENIOR VICE PRESIDENT OF HYPERSCALE SALES

The Senior Vice President of Hyperscale Sales (SVPH) will work in collaboration with the Senior Leadership Team (SLT) to author and execute Prime Data Center’s (Prime) hyperscale specific go-to-market strategy to achieve corporate and per asset / location revenue plans. This requires a sophisticated deal developer with demonstrated history of successfully navigating complex Hyperscale and Cloud Platform unique decision-making environments. The SVPH will guide Prime to achieve revenue objectives along with the SLT to build a thought leading, progressive, world-class business. The SVPH is expected to instill an environment of positive innovation, possibilities, and conviction for Prime and their customers. Prime’s entrepreneurial, fast-paced culture requires an ambitious and creative servant leader who is eager to bring thoughts and solutions to the table and make an enduring impact on a global data center development and operating organization.

 

DUTIES & RESPONSIBILITES

Revenue and Customer Engagement

• The SVPH is directly accountable for Prime’s revenue creation and achieving agreed upon performance benchmarks and milestones.
• Be strategic, think around corners, organize the team, interact with industry influencers, decision makers, existing clients, and targeted prospects.
• Develop and implement sales infrastructure, systems, and KPI / metrics for success in the anticipated winning of 10’s of MWs of new leveraged infrastructure annually.
• Manage key client relationships and actively participate in developing and closing strategic opportunities.
• Exceed client expectations by encouraging extreme customer orientation. Every behavior and engagement should contribute to an elevated level of client satisfaction.

Strategy

• Develop expertise in Prime’s Partnership as a Service philosophy, approach, and capabilities.
• The SVPH is expected to think ahead, look around corners, and effectively navigate Prime to achieve near term revenue objectives while assuring long term revenue pipelines.
• Ensure accurate sales forecasting; define, analyze, and interpret key sales metrics; track, manage and maximize team effectiveness.
• Establish successful sales and marketing campaigns that support extreme customer engagement initiatives which effectively educate and transfer knowledge.
• Guide necessary adaptations to product and service offerings.

Executive Management

• Provide organizational leadership as a member of the Prime executive team; participate and represent Prime sales activities in strategy meetings where applicable.
• Maintain the highest level of professionalism and personal integrity in making decisions, maintaining citizenship, ensuring accuracy, and providing transparency.
• Promote Prime as an earnest industry thought leader through demonstrated actions and activities. Make the right call. Fail fast. Succeed faster.
• Be the behavior you expect from your team. A large-scale MW game hunter who breaks down effective go-to-market strategies to a distributed and multi-faceted team.

 

KEY QUALIFYING CRITERIA

Revenue Acquisition Leadership – Sophistication in their approach to the art of the deal, demonstrating critical thinking in an outcome, win-win orientation. “Chess not checkers.” Hunter mentality. A revenue-oriented executive and a talent magnet to the organization.

Go to Market – History of authoring a go-to-market strategy, whether as an individual contributor or leading a team, which was subsequently implemented, executed on, and resulted in measurable corporate value creation and an enduring legacy of success.

Financial Acumen in an Invested Environment – A high data center economics business acumen to creatively model solutions, identify customer’s levers, and execute when the time is right. Understands and balances the financial stake with external and internal stakeholders.

Growth – Effective leadership, conviction, and courageous decision making at scale in a high growth environment requires a unique blend of humility, conviction, and courage. The SVPH primary charter is to grow revenue, first and foremost, however that may be defined.

Collaboration – Effective deals and relationship development manifest in the delivery of the final product ensuring the customer’s integration and coordination with finance, design, engineering, construction, commissioning, and operations … all on time and budget.

Solutions Orientation – Consultative, solutions orientation across design, financing, operations, and ownership. 100% customer orientation redefining traditional cost, growth, and margin models to change OPEX vs CAPEX, ROI, & TCO propositions.     

Credibility – This SVPH will be known, recognized, and respected executive with broad market and vertical relationship value with large enterprise, technology, hyperscale, and cloud platform clients via direct sales and a broad alliance of influencers.

 

WHY CONSIDER THIS OPPORTUNITY WITH PRIME DATA CENTERS? 

Precedent – Prime’s Founders and Principals bring deep expertise with a $10B data center and real estate development track record of success on a global basis. Prime’s senior leadership team is credentialed across data center, IT, design, engineering, and finance industries.

Competitive Advantage – Prime’s Partnership-as-a-Service (PaaS) value proposition is entirely unique in the wholesale data center market. PaaS redefines traditional corporate partnership by offering a myriad of strategic, flexible ownership options and/or dynamic leasing structures.

Leverage – Prime’s partnership with Macquarie Capital Group (MCG) offers immediate access to over 400MW of developable data center infrastructure and a $5B investment target which allows for and encourages sustainable growth initiatives and value creation.

Prepared – Prime’s global development history and earned partnership with MCG equips them with a long view of ensuring they are addressing the financial, sustainable, flexibility, contract vehicles, innovation, and sophistication required by wholesale data center consumers.

Growth Orientation – This dynamic growth chapter with Prime offers entrepreneurial and opportunistic minded professionals the opportunity to flex their strengths and be challenged and rewarded with decision making authority resulting in measurable and impactful outcomes.

 

COMPENSATION

The compensation package for the SVP Hyperscale Sales will include a highly competitive annual earnings opportunity comprised of a base salary and commissions, along with an above market long-term incentive compensation proposition in the form of equity.

 

SEARCH PROCESS

Following a thorough exchange of information relating to company information, resume, and key qualifying criteria, CFS Partners anticipates recommending a shortlist of candidates to Prime Data Centers for video introductions with Nicholas Laag in November 2021. We will narrow down to a select shortlist to be introduced to other members of the Senior Leadership Team. We will then make arrangements for finalists’ meetings in person. The selected finalist will be presented with a compelling offer contingent on clean reference and background checks.