Mission Critical Sales Representative - Data Center

Company Overview

Upchurch is a rapidly growing, full-service building engineering company providing mechanical, plumbing, HVAC, and electrical services across the southeastern United States. Founded in 1970 and headquartered in Horn Lake, MS, Upchurch has grown through both organic expansion and strategic acquisitions, establishing a strong reputation for quality, reliability, and service excellence. We offer end-to-end solutions—from design and installation to ongoing maintenance and emergency support—helping clients maximize building performance, energy efficiency, and equipment lifespan.

Position Summary

We 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. This role sits at the intersection of technical expertise and strategic sales, partnering closely with Business Development, Sales teams, and Service Delivery teams to position our Data Center Mission-Critical Services as trusted, differentiated solutions for prospective clients.

The ideal candidate is both technically fluent in data center environments and commercially driven, capable of translating complex technical requirements into compelling value propositions that win new customers.

Key Responsibilities

Market Penetration & New Business Development

• 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.

Technical Sales & Solution Positioning

• 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.

Client Engagement & Relationship Building

• 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.

Internal Collaboration & Continuous Improvement

• 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.

Qualifications

• 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.

Preferred Qualifications

• Experience working with colocation providers, hyperscalers, or enterprise data center operators.

• Familiarity with commissioning, maintenance, or lifecycle services in mission-critical environments.

• Demonstrated success influencing large, complex sales cycles.

• Ability to travel as required for customer meetings and site visits.

• Memberships with Industry Organizations (e.g. AFCOM, 7x24 Exchange)

Benefits:

• Competitive salary based on experience.

• Health, dental, and vision insurance.

• Paid time off and holiday pay.

• Opportunities for professional development and certification assistance.

Equal Employment Opportunity:

Upchurch Companies provides equal employment opportunities to all employees and applicants. We prohibit discrimination and harassment of any type based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.