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Providing Data Centre Talent Solutions in Europe
Data Centre Connectivity Sales Director Case Study
Helping a well-known company within the European data centre sector source a Senior Sales Leader to drive growth across Europe despite a relatively small talent pool. Through a targeted head-hunting approach, we helped our client fended off fierce competition for the right talent.
Name of Company
Network Infrastructure ProviderSector
Data CentreLocation
United KingdomConsultant
Michael AspinallThe Recruitment Challenges Faced
Our client needed a senior sales leader to head up its UK and Ireland data centre connectivity business - a role critical to the company's European growth strategy and its drive to position its structured cabling and fibre solutions into the fast-expanding AI and hyperscale data centre market.
The brief called for a Sales Director with established C-suite relationships across the MTDC operator, distributor, and channel partner ecosystem in the UK, combined with a proven track record of managing large P&Ls and driving regional revenue growth. The talent pool for this profile is small and fiercely contested, with the same candidates being targeted by rival connectivity vendors such as Panduit, Corning, Leviton, and Nexans, as well as by MTDC operators and system integrators themselves.
The Solution We Provided
We ran a targeted headhunt across the UK data centre connectivity and infrastructure sales market, mapping candidates from direct competitors, adjacent hardware OEMs, system integrators, and the commercial functions of MTDC operators. The search covered the full competitor landscape, from structured cabling and fibre specialists through to power, cooling, and rack infrastructure vendors.
From a deep longlist of mapped profiles, we built a curated shortlist and managed the full process through to offer acceptance. The placed candidate brought over 20 years of senior sales leadership, including five years as a VP of IT Channel sales for a major global industrial technology and energy management group, where he managed a portfolio worth more than €350 million across 115 distributors and 40,000+ resellers, and most recently served as an AI and Partner Ecosystem Sales Director. Immediately available and based in London, he brought exactly the C-suite network and strategic channel experience our client needed.
Our client now has a proven, senior sales leader on the ground in the UK with immediate access to the relationships and accounts that matter. His existing network across OEMs, system integrators, distributors, and reseller partners meant he was able to contribute pipeline value from day one, rather than spending months building relationships from scratch.
Without this hire, our client would have been without a dedicated UK&I sales presence during a period of unprecedented data centre investment driven by AI workloads - leaving revenue on the table and ceding market share to competitors who already had established teams in the region.
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