Upchurch

Account Executive

• 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 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 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 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.

Data Center Service Sales Representative

• Develop and execute a sales strategy to expand electrical construction and service market share.
• Identify, pursue, and secure new business opportunities with general contractors, facility managers, building owners, and industrial clients.
• Manage the full sales cycle—from prospecting and qualifying leads to presenting proposals and closing deals.
• Conduct site visits, assessments, and technical discovery to determine customer needs and recommend solutions.
• Collaborate with estimating, engineering, project management, and operations to prepare accurate proposals and ensure successful project delivery.
• Maintain strong, ongoing relationships with existing clients to support repeat business and customer loyalty.
• Track opportunities in CRM and maintain accurate forecasts of pipeline activity and revenue.
• Stay up-to-date on industry trends, code changes, competitor offerings, and emerging technologies.
• Represent the company at networking events, industry associations, tradeshows, and customer visits.
• Meet or exceed monthly, quarterly, and annual sales targets.

Data Center Service Sales Representative

Electrical Sales Account Executive