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WAVE Data Center Solutions Sales Manager- WEST Job

DATE: Jun 18, 2022

LOCATION: Austin, Texas, United States

Company: Armstrong World Industries


Primary location: AustinTexas 

Relocation offered: No 

Employment status:  

Travel: 25%  



Location: Work from home position located in Austin , Texas 



Why should you join Armstrong World Industries?

Armstrong World Industries (AWI) is a leader in the design and manufacture of innovative commercial and residential ceiling, wall and suspension system solutions in the Americas. With approximately $1B in revenue, AWI has about 2,500 employees and a manufacturing network of twelve facilities.

At home, at work, in healthcare facilities, classrooms, stores, or restaurants, we offer interior solutions that help to enhance comfort, save time, improve building efficiency and overall performance, and create beautiful spaces.

For more than 150 years, we have built our business on trust and integrity. It set us apart then, and it sets us apart now, along with our ability to collaborate with and innovate for the people we're here to serve - our customers, our shareholders, our communities and our employees.

We are committed to developing new and sustainable ceiling solutions, with design and performance possibilities that make a positive difference in spaces where we live, work, learn, heal and play. It's an exciting, rewarding business to be in, and we're committed to continue to grow and prosper for the benefit of all of our stakeholders. We hope you join us.



Our Sustainability Ambition

"Bringing our Purpose to Life" - lead a transformation in the design and building of spaces fit for today and tomorrow.

We are committed to:

  • Engaging a diverse, purpose-driven workforce;
  • Transforming buildings from structures that shelter into structures that serve and preserve the health and well-being of people and planet;
  • Pursuing sustainable, innovative solutions for spaces where we live, work, learn heal and play;
  • Being a catalyst for change with all of our stakeholders; and
  • Making a positive difference in the environments and communities we impact.



What does it mean to work at Armstrong?

It means being immersed in a supportive culture that recognizes you as a key player in Armstrong's future. We are a large company with a local feel, where you will get to know and collaborate with leadership and your colleagues across the company.



By joining us, you'll have the opportunity to make the most of your potential. Alongside a competitive remuneration package, you will receive:

  • A benefits package including: medical, dental, prescription drug, life insurance, 401k match, long-term disability coverage, vacation and sick time, product discount programs and many more.
  • Personal development to grow your career with us based on your strengths and interests.
  • A casual work environment where we have a recognition program for our team, and service awards. You will also be able to make the most of our fitness center and lunchtime cafe. 
  • A working culture that balances individual achievement with teamwork and collaboration. We draw on each other's strengths and allow for different work styles to build engagement and satisfaction to deliver results. 



As a part of the WAVE Sales and Marketing team, the Data Center Solutions Sales Manager will be responsible for developing and implementing the global vertical growth strategy for data centers. The ideal candidate for this remote role will sit in one of the following markets: Phoenix, Los Angeles, Bay Area, Dallas, Austin, Houston, Denver, Seattle, Portland, Salt Lake City, Kansas City. The Data Center Solutions Sales Manager will be a key driver to selling services and products using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs, resulting in revenue generation. In addition, the position provides input and participates in the marketing, market planning and technical development of products and services.


The Data Center Solutions Sales Manager reports directly to the Integration Manager – Data Centers.



  • Market Knowledge: Conduct research in the data center market to gain understanding of segmentation, customers, market size, competitors, etc. Monitor national and global regulatory and legislative policies to identify trends and market opportunities.
  • Industry leadership: Determine long term annual revenue/growth goals for the market segments. Own industry operational plan (pipeline, leads and revenue).
  • Drive Innovation: Set Americas strategies for new product development and establish multi-generation product plans for ceiling integration. Create, develop, and improve processes to identify current product/solution gaps, new spaces, customer segments, business models, cross-partner (Armstrong/Worthington) offerings.
  • Develop annual strategic Growth Playbook: Recommend strategic direction based on market intelligence (VOC) and industry trends.   Identify new channels to market by identifying independent manufacturer reps in key regions of the country.
  • Alignment: Leverage market insights and voice-of-the- customer to develop new products and innovation adjacencies that strengthen and enhance our core business.
  • Market incubation: Create growth opportunities focusing on system-based solutions and build a pipeline that delivers consistent double-digit year-over-year growth.
  • Identifies and forges relationships with complimentary product manufacturers to develop solutions responsive to customer need and industry trends which generate revenue for WAVE.
  • Position WAVE (Armstrong/Worthington) as a trusted partner and integrated ceiling and data center solutions provider.
  • Develop and improve sales training and customer facing material to support demand generation and sale revenue for our data center integrated solutions. 
  • Be the external expert for WAVE in the market to customers, trade organizations and industry analysts.


Key Processes:


  • Works closely with WAVE and Armstrong Product Managers, Marketing Managers and New Product Development Manager
  • Interfaces with Armstrong Building Products Sales Managers, Installation System Specialists, Integrated Solutions Sales Managers, and Marketing Representatives to insure communication, regarding technical sales and installation of WAVE products.
  • Development of Segment Sales strategy and business plan.    
  • Field sales promotion and sales messages of integrated data center solutions and installation of products.
  • Building relationships with internal customers (Armstrong and WAVE organization) and external customers –Architects, Engineers, General Contractors, Owners/End Users, Integrators, Contractors, Sales Agents & data center providers.
  • Development of new channels to market where applicable.
  • Knowledge of competitors and alternative construction methods.
  • Establish sourcing requirements for business.


Measures of Effectiveness

  • Sales of all WAVE products with a focus on integrated data center structural ceiling solutions.
  • Growth of integrated data center structural ceiling solutions or sales territories/markets.
  • Expense Management



  • Bachelor's degree in Engineering/Marketing/or a related field of study.
  • 5 + years of (B to B) sales/marketing experience in the construction industry and 3 years of management experience in sales and or marketing in the data center industry.
  • Strong project management, communication, presentation and facilitation skills to drive creative design solutions with a cross-functional business team
  • Commercial savvy and strategic thinking
  • Must have a proven track record of developing and executing on a strategy
  • Proven track record to convert a vision to a sustained growth platform.
  • Proficiency in Microsoft office applications and Salesforce, or other CRM systems.




This position requires up to 30% domestic travel. Frequent travel outside the local area and some overnight. Some international travel may be required.



  • U.S. domestic
  • Remote (targeting Phoenix, Los Angeles, Bay Area, Dallas, Austin, Houston, Denver, Seattle, Portland, Salt Lake City, Kansas City)



Armstrong is committed to engaging a diverse, purpose-driven workforce.  As part of our dedication to diversity, AWI is committed to Equal Employment Opportunity and all qualified applicants receive consideration for employment without regard for race, sex, color, national origin, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity, or religion. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at by email at AWI talent acquisition and let us know the nature of your request and your contact information. Requests for accommodation will be evaluated on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.


Come and build your future with us and apply today!

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