Racks Business Development Manager

Role Summary
The Manager - Business Development (Racks & EDGE Systems) is responsible for driving growth, market share, and profitability of the Rack and EDGE Systems portfolio in India.

The role focuses on expanding Other Customer Business (OB), influencing specifications, developing new accounts, and positioning SE as a preferred solution partner in Data Centers, Enterprise IT, Telecom, and Industrial EDGE applications.
Key Responsibilities


* Drive revenue, market share, and gross margin for Rack and EDGE Systems portfolio.


* Develop and execute go-to-market strategy for IT Racks, Integrated Racks, and EDGE solutions.


* Identify and develop new customers including Data Centers, Enterprises, OEMs, and System Integrators.


* Engage consultants, PMCs, and influencers to secure specification approvals.


* Enable internal sales and channel teams with technical training, positioning tools, and competitive insights.


* Conduct market opportunity analysis, competition mapping, and business case development.


* Lead tender participation including technical documentation, application notes, and positioning documents.


* Collaborate with factory, design, and cross-BU teams for customized solution development.


* Support forecasting, pipeline management, and strategic account planning.

Scope & Impact
Responsible for achieving revenue, market share, and margin targets for Rack & EDGE portfolio within assigned geography.

The role directly contributes to OB and sales growth.

Key Skills & Competencies


* Strong techno-commercial acumen and solution selling capability.


* Understanding of 19" rack systems, airflow management, and integrated rack solutions.


* Excellent stakeholder management and influencing skills.


* Ability to analyze market trends, competitor roadmap, and pricing strategies.


* Strong presentation, communication, and negotiation skills.


* Ability to manage cross-functional teams and deliver projects on time.

Travel Requirement
Approximately 30% domestic travel within India.
Education
Bachelor's Degree in Engineering or Science (Mandatory)

MBA in Marketing or Strategy (Preferred)
Experience Required


* 5-10 years of experience in Enclosures, Racks, Data Center Infrastructure, or Industrial Solutions.


* Proven track record of developing new business exceeding INR 20 Cr.


* Experience handling consultant-driven and project-based sales.

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