Technical Sales Engineer

Job Title: Business Development Manager – Hyperscale Support Services

Location: New Jersey, Dallas TX ,Santa Clara CA, Ashburn VA, North Virginia

Job Type: Fulltime

Domain - AI & Data centers Hyperscale Support Services - Civil, Mechanical, Electrical

Role Overview

We are seeking an experienced Business Development Manager (BDM) with deep expertise in hyperscale and colocation data center support services. This role is responsible for driving revenue growth by expanding relationships with major hyperscalers, cloud service providers, and their ecosystem partners, while aligning commercial strategy with operational excellence.

The ideal candidate understands onsite data center operations, compliance requirements, and hyperscaler buying models, and can operate confidently with operations leaders, technical program managers, vendor management offices, and executive stakeholders.

This is a high-impact, customer-facing role with significant ownership, autonomy, and accountability.

Key Responsibilities

Business Development & Revenue Growth

• Identify, qualify, and pursue new and expanding opportunities within hyperscaler and colocation data centers
• Develop and execute account penetration strategies for hyperscalers and their preferred partners
• Own complex, multi-site, multi-region pursuits from opportunity identification to contract closure
• Drive pipeline growth aligned with annual revenue and margin targets

Hyperscaler Engagement & Account Management

• Build and maintain trusted relationships with:
• Data center operations leaders
• Cluster and regional managers
• Technical Program Managers (TPMs)
• Vendor Management Offices (VMOs)
• Lead QBRs, MBRs, and executive reviews with hyperscaler stakeholders
• Act as the primary commercial interface between hyperscaler customers and internal delivery teams

Service & Solution Expertise

Demonstrate deep understanding and commercial ownership of onsite support services, including:

• Smart Hands & Remote Hands
• Fiber and copper cabling
• Racking & stacking
• Equipment installations, swaps, and decommissioning
• Inventory, logistics, and asset management
• Support staffing models and coverage frameworks

Commercial Ownership

• Develop accurate and compliant:
• Statements of Work (SoWs)
• Pricing models and rate cards
• SLAs, KPIs, and service metrics
• Compliance and security documentation
• Lead negotiations involving pricing, scope, SLAs, and service models
• Ensure commercial alignment with hyperscaler policies, security requirements, access controls, and safety standards

Delivery & Internal Collaboration

• Partner closely with delivery, operations, and compliance teams to:
• Ensure operational readiness for new wins and site expansions
• Align staffing, training, tooling, and certification requirements
• Maintain service quality and contractual adherence
• Provide market feedback to leadership and delivery teams to drive service improvements

Market Intelligence & GTM Strategy

• Track hyperscaler growth trends including:
• New regions and availability zones (AZs)
• Edge and colocation expansion strategies
• Monitor competitor capabilities, pricing benchmarks, and market positioning
• Develop and execute Go-To-Market (GTM) strategies for:
• New site launches
• Regional rollouts
• Global expansion initiatives

Qualifications & Experience

Education

• Bachelor’s degree in Engineering or a related technical field (required)
• MBA or equivalent business qualification (preferred)

Professional Experience

• 12 years of experience in:
• Enterprise delivery, business development, or account growth
• Data center onsite support services
• Proven experience working with:
• Hyperscalers and large-scale cloud providers
• Multi-vendor and partner‑led delivery models
• Strong understanding of:
• Hyperscaler operations and procurement models
• Compliance, security, and safety frameworks
• Regional data center market dynamics

Core Competencies

• Strong techno‑commercial acumen
• Complex deal structuring and negotiation
• Executive‑level stakeholder management
• Cross‑functional collaboration
• Strategic planning and GTM execution

Role Characteristics

• High‑autonomy, high‑accountability position
• Customer‑facing with frequent travel to data center sites and client locations
• Performance-driven environment with direct impact on revenue growth and market expansion

Why Join Us

• Work at the center of hyperscale and cloud infrastructure growth
• Own strategic accounts and global expansion initiatives
• Collaborate with industry‑leading customers and technical teams
• Competitive compensation aligned to performance and business impact

Disclaimer

HCL is an equal opportunity employer, committed to providing equal employment opportunities to all applicants and employees regardless of race, religion, sex, color, age, national origin, pregnancy, sexual orientation, physical disability or genetic information, military or veteran status, or any other protected classification, in accordance with federal, state, and/or local law. Should any applicant have concerns about discrimination in the hiring process, they should provide a detailed report of those concerns to secure@hcltech.com for investigation.

Compensation and Benefits

A candidate’s pay within the range will depend on their work location, skills, experience, education, and other factors permitted by law. This role may also be eligible for performance-based bonuses subject to company policies. In addition, this role is eligible for the following benefits subject to company policies: medical, dental, vision, pharmacy, life, accidental death & dismemberment, and disability insurance; employee assistance program; 401(k) retirement plan; 10 days of paid time off per year (some positions are eligible for need-based leave with no designated number of leave days per year); and 10 paid holidays per year.