Vertical Market Senior Manager, Data Centers

About This Role

The Vertical Market Manager (VMM), Data Centers role is responsible for developing and executing Carrier's growth strategy within the data center market. This role serves as an industry subject matter expert, bringing deep market intelligence, customer insights, and strategic guidance to help Carrier expand share of wallet, improve customer outcomes, and accelerate growth across equipment, controls, service, digital, and lifecycle solutions.

VMM partners closely with Sales Leaders, Strategic Account Managers, Product Management, Marketing, and Business Unit leaders to shape go-to-market strategies, influence solution roadmaps, support strategic customer opportunities, and strengthen Carrier's position as a trusted advisor within the data center industry.

What Success Looks like in the Role

Success in this position will be measured by the individual's ability to influence revenue growth, expanded share of wallet within strategic accounts, improve Carrier's market position in the Data Center vertical, support accelerated pipeline development, and strengthen customer and industry relationships across the segment.

Key outcomes include:

• Development and adoption of vertical growth strategies and sales playbooks.
• Increased executive-level customer engagement and customer intimacy.
• Enhanced Carrier visibility and credibility within the Data Center industry.
• Influence on portfolio, solution, and innovation roadmaps aligned with market needs.
• Strengthened collaboration across sales, product management, marketing, and business units to achieve growth objectives.
• Influence increased revenue and pipeline across priority Data Center accounts.
• Impact improved penetration and share of wallet within strategic customers.

Key Responsibilities

Vertical Strategy & Market Leadership

• Develop and maintain the Data Center Vertical Strategy, including growth priorities, target subsegments, customer segmentation, and go-to-market motions.
• Serve as Carrier's internal subject matter expert on data center trends, investment patterns, customer priorities, regulatory developments, and competitive dynamics.
• Monitor and communicate key leading and lagging indicators, including TAM, SAM, construction activity, market growth, and competitive positioning.
• Deliver actionable market intelligence and recommendations that inform vertical priorities, resource allocation, and growth investments.

Sales Enablement & Growth Acceleration

• Partner with Strategic Account Managers and Enterprise Account teams to develop and execute account growth strategies focused on share-of-wallet expansion.
• Support high-value customer pursuits by providing industry expertise, business insights, outcome-based value propositions and aligned pitch materials.
• Develop vertical-specific sales tools, playbooks, and customer engagement frameworks.
• Identify and prioritize strategic opportunities across existing and target accounts.
• Support the IPMT process for Hyperscale and Colocation customer subsegments.

Customer Insights & Account Planning

• Conduct market, customer, and account-level research to identify customer business drivers, investment priorities, and growth opportunities.
• Develop executive-ready account profiles, industry insights, and customer briefing materials.
• Guide customer segmentation, tiering, and account prioritization efforts.

Solution Strategy & Portfolio Development

• Partner with Product Management and Business Units to identify solution gaps, emerging needs, and future growth opportunities.
• Leverage Voice of Customer, Voice of Field, Salesforce data, and external research to inform roadmap priorities.
• Develop business cases and market assessments supporting innovation and portfolio development.

Marketing & Demand Generation

• Collaborate with Marketing and Demand Generation teams to build integrated vertical marketing plans.
• Develop thought leadership, industry content, customer-facing presentations, and executive messaging.
• Support demand generation campaigns and strategic customer outreach initiatives in partnership with Marketing and Demand Generation teams.

Industry Leadership & Relationship Development

• Represent Carrier at industry conferences, associations, advisory boards, and customer events.
• Build and maintain relationships with key industry stakeholders, consultants, owners, operators, and ecosystem partners.
• Lead executive engagement initiatives, including customer roundtables, quarterly business reviews, and Carrier Intelligent Building Customer Briefing Center tours and meetings.

Travel Expectations:

Approximately 25-40% travel required to support customer engagement, industry events, and team collaboration.

Required Qualifications

• Bachelor’s degree
• 5+ years of experience in Marketing, Market Strategy, or Business Development
• 5+ years of experience developing and executing go-to-market or strategic initiatives that drive sales growth through differentiated value propositions

• Ability to travel 25% - 40% domestic

Preferred Qualifications

• Bachelor’s degree in Bachelor's degree in Engineering, Business, Sales/Marketing, or related discipline.
• Experience with Salesforce.com sales opportunity and lead management tool
• Ability to lead and influence multi-functional teams to resolve vertical and client-specific complex problems.
• Proven ability to influence and work effectively across all levels of the organization.
• Stay highly organized and rigorously prioritize while managing detail while also being able to manage multiple priorities in ambiguous situations.
• Possess excellent communication skills, both written and verbal, across a broad audience. Includes the ability to communicate with technical and non-technical teams effectively.
• Strong negotiation skills ability to understand contractual, and legal language.
• Excellent project management skills and execution.
• Extensive Industry and product knowledge
• Strong collaboration and team leadership
• Ability to quickly adapt and adjust approach and solution to customer needs
• Ability to deliver software / recurring sales
• Advanced level skills with Microsoft Office (Excel, Word & PowerPoint)