Director of Data Center Sales (Physical Products)

On the heels of achieving 3X growth, Virginia Transformer is hiring to do it again!

We’re strategically building our team for the next 3X growth cycle — a phase that is both intense and incredibly rewarding. We’re highly selective about who joins us, because this journey isn’t for everyone.

If you have the drive, grit, and expertise to perform at a high level — and you want to grow your career 3X alongside the Company’s growth — we’d love to talk.

Apply below and let’s start the conversation.

Who We Are

Virginia Transformer is the largest U.S.-owned producer of power transformers in North America, and we’ve been able to grow the past 50-plus years through an unwavering focus on delivering for our customers. We’re more than 5,600 people strong and are known throughout the industry for being an engineering company that makes premium quality transformers in the shortest lead times.

As a privately held, organically growing company, we thrive on nimbleness, innovation, and tenacity.

Join Our Team

If you love the thrill of securing the U.S. electric grid, enabling all manufacturing in the country, and the energy of a fast-moving train — this is the place for you. We train hard, grow together, and lead with purpose. Every transformer we build is custom, every challenge unique, and every team member essential.

Director of Data Center Sales (Physical Products)

Company: Virginia Transformer (VTC)

Location: Remote (USA) with regular travel to customers and VTC plants (incl. Roanoke, VA)

Reports to: VP, Sales (Utility & Data Center)

Team: Sales Engineers, Key Account Managers, Rep Partners

Role Summary

Lead VTC’s growth in the data center market by selling engineered-to-order physical products—power transformers and packaged substation solutions. This is a capital equipment/hardware sales role (not software or services). You will own the strategy and execution from opportunity creation through purchase order and delivery, partnering closely with Applications/Engineering, Operations, and Contract Execution.

What You’ll Sell (Hardware Focus)

• Power transformers: substation, distribution/MV, GSU, unit subs, mobile/temporary units
• Packaged/Integrated solutions: skids, unit substations, auxiliaries (radiators, LTCs, bushings, monitoring)
• Related scope coordination: terminations, drawings, nameplates, testing/FAT documentation, logistics & rigging interface

Key Responsibilities

Strategy & Market Development

• Build a 3-year plan to win hardware placements with hyperscalers, colos, EPCs, OEMs/integrators, and consultants.
• Shape specifications and preferred manufacturers lists to favor VTC physical products and delivery model.

Pipeline & Capture (Hardware Deals)

• Drive top-of-funnel for capital equipment; qualify, scope, and prioritize opportunities by unit count, kVA/MVA, and delivery windows.
• Lead end-to-end hardware quotations: SLD review, spec compliance, exceptions, BOM options, loss evaluations, test plans, and Incoterms.
• Orchestrate cross-functional bid teams to deliver winnable hardware offers—price, lead time, manufacturability, and risk profile.
• Negotiate capital equipment T&Cs (LDs, warranty, title/FOB/Incoterms, packaging, storage, logistics, FAT) with Legal/Finance.

Execution Alignment

• Transition wins to Contract/Project Execution with clear scope, drawings, and commercial commitments.
• Sponsor FATs/inspections, coordinate delivery sequencing for campus builds, and support change orders limited to product scope.

Channel & Team Leadership

• Recruit/enable rep firms and Sales Engineers focused on hardware; set unit/bookings quotas and run weekly sales cadence.
• Capture and share competitive hardware intel (lead times, core steel constraints, copper surcharges, price moves).

Forecasting & Analytics

• Own bookings forecast in CRM/CPQ by units, MVA, ASP, and GM; maintain 3–4× pipeline coverage.
• Track win rate, quote-to-order cycle time, and delivery hit rate for physical product orders.

What This Role Is Not

• Not SaaS, licenses, or managed services.
• Not pure consulting. Services/support activities are tied to product sales (startup/test/FAT documentation).

Qualifications

Required

• 10+ years selling engineered electrical hardware/capital equipment (transformers, switchgear, substations, or similar).
• 5+ years selling into data centers (hyperscale/colo/EPC/OEM) with multi-unit, multi-million-dollar wins.
• Ability to read one-line diagrams, interpret specs (IEEE/ANSI/NEC/NFPA 70/70E), and develop compliant quotes.
• Proven negotiation of hardware T&Cs (LDs, warranty, logistics, Incoterms) and frame/volume agreements.
• CRM/CPQ proficiency; strong executive communication and commercial discipline.

Preferred

• B.S. in Electrical Engineering or related; MBA a plus.
• Knowledge of factory processes (core/coil, tank, LTC), materials markets (GOES/copper), and heavy-haul logistics/rigging.
• Experience leading rep networks across North America.

Success Metrics (12–18 Months)

• Achieve or exceed hardware bookings and gross margin targets.
• ≥30% win rate on qualified product pursuits; ≤10% forecast variance.
• Secure at least one multi-year hardware LTA with a hyperscaler/colo/EPC.
• Improved quote cycle time and delivery hit rate for product orders.

Travel

40–60% to customer sites, campuses, EPCs, and VTC plants; host factory tours and FATs.

Compensation & Benefits

Competitive base + commission/bonus on product bookings/GM; full benefits; relocation support where applicable.