How to Build a Winning Commercial Team in the Growing Data Centre Market

Since 2022, demand for data centres has skyrocketed, and projections suggest this growth will continue. As capital pours into the AI revolution, a rapidly expanding ecosystem of critical components has emerged, all benefiting from the boom in data centre construction – a perfect example of the classic “picks and shovels” analogy!

Global spending on data centre construction is projected to reach $49 billion by 2030. Gaining a deep understanding of data centre infrastructure is essential for identifying the value chains driving the data boom and the companies best positioned to benefit. By analysing the key components and systems that support these digital hubs, we can pinpoint the industries and market leaders poised to capitalise on the continued expansion of data centres.

It is not just these segments that are booming – the opportunity is vast and diverse. Beaumont Bailey recently partnered with a leading producer of insulation and roofing materials that is exploring an innovative approach – harnessing surplus heat from data centres to warm residential and commercial properties. To support their entry into Data Centres, we helped them identify and secure an experienced Sales Director to lead their market expansion strategy.

This marked a significant step for the company, as it was their first venture into the industry. Entering such a technical and highly specialised sector required a leader with deep industry expertise, strong relationships within the ecosystem, and a proven track record of commercial success. The newly appointed Sales Director was tasked with not only developing and executing a market entry strategy but also navigating the complexities of the data centre value chain, identifying key partners, and positioning the company as a viable player in this evolving space.

By leveraging their expertise in building materials and sustainability, the company is now well-positioned to capitalise on the growing trend of repurposing excess data centre heat for district heating systems.

Pressure for Commercial Talent

Recently there has been a significant rise in demand for experienced and well-connected Commercial Leaders, Key Account Managers, and Sales Directors within the Data segment across the U.S. and Europe. This growth is driven by the entry of non-traditional businesses into the market, coupled with the rapid expansion of established players as they capitalise on emerging opportunities.

A critical strategy for successfully selling into data centres across various product categories is the establishment of high-performing strategic key account teams. These teams take a focused approach to managing and expanding relationships with high-value clients, particularly large hyperscalers. For businesses entering this space, securing professionals with deep industry relationships, proven expertise in developing strategic account plans, and a strong ability to set revenue targets while identifying long-term growth opportunities within key accounts is essential.

In addition to these strategic account teams, companies operating within various data centre segments typically maintain a network of sales managers responsible for driving solutions throughout the broader ecosystem – engaging with distributors, contractors, integrators, and consultants.

How can we help?

In the past three years, as our clients have increasingly recognised this segment as a growth area, our workload has expanded accordingly. In particular, our network has grown amongst commercial leaders in the space – driven by successful searches and active participation in industry events.

For businesses looking to expand their presence in Europe and the Americas, or if you need support with your leadership resourcing strategy, please get in touch with Marcus Emmet on: marcus.emmet@beaumontbailey.com.