Director of Vertical Market Development - Data Centers

Overview 

KiddeFenwal is a global leader in industrial and commercial fire suppression systems and safety controls. Through our trusted brands—Kidde Fire Systems and Kidde Fire Protection—we deliver certified fire detection, suppression, and control solutions across industrial, commercial, and marine sectors. Our Fenwal Controls business supports OEMs with gas ignition, temperature control, and overheat detection products.

Headquartered in Ashland, Massachusetts, with operations in the United States, United Kingdom (KFI-UK), and India (KTI-India), we are committed to protecting lives, livelihoods, and iconic assets worldwide. Learn more at www.kiddefenwal.com

Our Purpose

We protect lives and livelihoods through innovation, trusted partnerships, and a commitment to excellence. Integrity, safety, and teamwork are the foundation of everything we do

Position Summary

The Director of Vertical Market Development owns the strategy and execution required to identify, develop, and capture growth opportunities within assigned vertical markets. This cross-functional business development leader creates demand, builds relationships with key stakeholders, influences project specifications, and converts strategic opportunities into incremental bookings, revenue, and margin growth.

The role works hand in hand with Regional Sales Managers (RSMs) and Distribution Partners to identify opportunities, develop customer engagement strategies, and support the successful conversion of projects into booked business. A primary focus is placed on large strategic projects and high-growth vertical markets, including Data Centers, BESS and other designated market segments. 

Position can be based at our Ashland, Massachusetts headquarters or remote in the US with close proximity to a major airport.

Key Responsibilities

Vertical Market Development

• Develop and execute growth strategies within assigned vertical markets.
• Identify and communicate emerging industry trends, market opportunities, and customer needs.
• Establish relationships with key end users, consultants, engineers, contractors, and industry influencers.
• Increase awareness and specification of KiddeFenwal solutions within targeted markets. 

Opportunity Identification & Project Capture

• Identify, track, and develop strategic project opportunities throughout North America.
• Maintain an active pipeline of qualified opportunities and provide accurate forecasting.

• Partner with Regional Sales Managers to develop project strategy, support negotiations, and drive opportunities through close.

Strategic Account Focus

• Drive growth within designated strategic markets, including Data Centers, BESS and other identified verticals.
• Develop account plans for key national and multinational customers.
• Monitor project activity and project funding to position KiddeFenwal early in the sales cycle. 

Cross-Functional Collaboration

• Work closely with Sales Leadership, Product Management, Marketing, Operations, and Engineering to align market initiatives with business objectives.
• Provide market intelligence and customer feedback to support product development and strategy.
• Collaborate with regional sales teams to execute vertical market initiatives and achieve sales targets. 

Customer & Industry Engagement

• Represent the company at industry conferences, trade shows, and customer events.
• Deliver presentations to customers, consultants, distributors, and industry groups.
• Develop and maintain relationships with key decision-makers and industry stakeholders. 

CRM, Metrics & Reporting

• Maintain accurate opportunity tracking within CRM systems.
• Monitor sales funnel activity and market development initiatives.
• Provide regular reports on pipeline health, customer activity, project status, and competitive intelligence.
• Track progress against bookings, revenue, and margin objectives. 

Qualifications

Education

• Bachelor’s degree in Business, Engineering, Marketing, or a related discipline.
• MBA preferred

Experience

• 8+ years of progressive sales, business development, or commercial leadership experience.
• Data Center market experience preferred
• Demonstrated success developing strategic growth opportunities in the fire protection, life safety, industrial, mission-critical facility, or related industries.