Location: United States
Reports To: Head of Key Accounts
The Controls Sales Manager is responsible for developing and expanding Hanley Energy's Building Management Systems (BMS), Electrical Power Monitoring Systems (EPMS), and Controls Integration business within one or two assigned hyperscale or colocation customer accounts in the United States.
Reporting to the Head of Key Accounts, this role serves as the commercial and technical lead for Controls opportunities within assigned accounts. The individual will identify new projects, influence specifications, build management, procurement, and engineering relationships, develop account growth strategies, and coordinate Hanley Energy resources to deliver integrated controls, digital infrastructure, commissioning, and lifecycle service solutions.
The successful candidate combines strong technical knowledge of mission-critical controls with consultative selling skills and account management experience.
- Own the commercial development of BMS, EPMS, and Controls opportunities within one or two assigned U.S. customer accounts.
- Develop and execute annual account growth plans aligned with Hanley Energy's Key Account strategy.
- Build trusted relationships with customer management, engineering, operations, construction, subcontractors, and procurement teams.
- Identify opportunities from early design through project execution.
Technical Sales Leadership
Solutions: BMS, EPMS, Controls Integration, SCADA, Power Monitoring, Energy Analytics, Remote Monitoring, Digital Services, and Commissioning Support.
Responsibilities:
- Conduct technical discovery meetings.
- Review customer requirements and control architectures.
- Coordinate solution development with engineering teams.
- Deliver technical presentations and workshops.
- Develop value propositions and business cases.
- Support proposals, pricing strategy, and commercial negotiations.
- Develop and maintain a qualified sales pipeline.
- Accurately forecast opportunities using Salesforce CRM.
- Coordinate capture strategies for major projects.
- Support contract negotiations and commercial risk reviews.
- Achieve annual bookings, revenue, and profitability objectives.
Partner with Head of Key Accounts, Controls Engineering, Product Management, Project Management, Commissioning, Service Operations, Manufacturing, Procurement, and Regional Sales Teams.
Education: Bachelor's degree in Electrical, Mechanical, Controls, or related technical field. MBA desirable.
Experience:
- 3–5 years in technical sales, account management, or business development.
- 3-5 years selling BMS, EPMS, controls, automation, electrical infrastructure, or digital building technologies.
- Proven success growing customer relationships and revenue.
- Data center, mission-critical, hyperscale, or industrial experience preferred while transferable industry experience is also valued.
Controls: BMS, EPMS, SCADA, PLCs, BACnet, Modbus, OPC UA, Industrial Ethernet.
Electrical: UPS, LV Switchgear, Busway, PDUs, RPPs, Generator Controls, Metering, Protection Systems.
Mechanical: Air handling, cooling, and utilities systems
- Account management
- Consultative solution selling
- Executive relationship development
- Technical presentations
- Proposal development
- Commercial negotiations
- Pipeline and forecast management
- Cross-functional leadership
- Annual bookings and revenue
- Pipeline coverage and forecast accuracy
- Growth within assigned accounts
