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Upchurch · 2 weeks ago

Mission Critical Sales Representative - Data Center

Dallas, Texas

Full-time

Hybrid

Senior Level

5+ years exp

Upchurch is a rapidly growing, full-service building engineering company providing mechanical, plumbing, HVAC, and electrical services across the southeastern United States. They are seeking a high-impact Mission Critical Sales Representative to drive new business growth and market penetration within the data center and mission-critical infrastructure market, focusing on technical sales and client engagement.

CommercialConstructionResidential

Responsibilities

Aggressively drives the pursuit of new logos within the data center, colocation, hyperscale, enterprise, and mission-critical infrastructure markets

Engage early in the sales cycle to shape client requirements, influence solution design, and establish technical credibility

Identify market trends, competitive offerings, and customer pain points to support strategic account targeting and go-to-market initiatives

Positioning our MEP (Mechanical, Electrical, and Plumbing) services as a competitive advantage for clients, focusing on innovation preventative maintenance practices, timely response for corrective maintenance, and reducing operational risk

Collaborate with Sales and Business Development teams to develop account penetration strategies and expand our footprint in underserved or emerging segments

Develop a ‘Power Map’ of industry influencers within the General Contractor, Equipment OEMs, MEP ((Mechanical, Electrical, and Plumbing) service and consultants to capture market intelligence of project and service opportunities

Serve as the technical authority during pre-sales engagements, including discovery sessions, site assessments, and technical workshops

Design and articulate mission-critical service solutions aligned to customer operational, resiliency, compliance, and scalability needs

Identify technical gaps or service failures in legacy competitor contracts to execute strategic "win-back" campaigns

Develop and deliver technical presentations, proposals, and RFP/RFI responses that clearly differentiate our capabilities

Translate technical features into business value, emphasizing uptime, risk mitigation, performance, and total cost of ownership

Build trust with customer stakeholders, including data center managers, facilities teams, IT leadership, and executive decision-makers

Support contract negotiations by addressing technical risks, scope clarity, and solution feasibility

Act as a trusted advisor throughout the sales cycle, ensuring a smooth transition from pre-sales to delivery teams

SLA Alignment with ability to translate complex MEP (Mechanical, Electrical, and Plumbing) technical specifications into business outcomes, specifically focusing service technician certification requirements, redundancy requirements, uptime guarantees, and response times

Partner with Operations, Engineering, and Delivery teams to ensure proposed solutions are operationally sound and scalable

Develop multi-year Total Cost of Ownership (TCO) models that demonstrate the ROI of proactive maintenance versus reactive 'break-fix' emergency spending

Provide feedback from the field to improve service offerings, technical documentation, and sales enablement tools

Contribute to the development of sales playbooks, technical collateral, and competitive positioning materials

Qualification

Technical SalesData Center ExpertiseMechanical Electrical Plumbing (MEP)Sales EngineeringPowerCooling SystemsClient EngagementMarket ExpansionSafety AwarenessRelationship BuildingTeam Collaboration

Required

Bachelor's degree in facility management, operations and maintenance, engineering, or a related technical field (or equivalent experience)

5+ years of experience in a Sales Engineer, Pre-Sales, or Technical Sales role, preferably within: Data centers, Mission-critical facilities (e.g. Hospitals, Advanced Manufacturing), Critical power, cooling, or infrastructure services, Insight into new power and cooling infrastructure, and predictive maintenance practices, Safety awareness on standards (e.g. OSHA, NFPA 70E, IEEE, ASHRAE) to ensure proposed services mitigate risk

Strong understanding of data center environments, including: Power and cooling systems, Redundancy and resiliency concepts (Tier, N+1, 2N, etc.), Uptime, compliance, and operational risk considerations, Life-cycle and services/solutions attached to each phase

Proven experience supporting new business acquisition and market expansion