Whitespace Business Development Director - Data Centre Solutions - EMEA
GWS Segment
London - England - United Kingdom of Great Britain and Northern Ireland

Job Title: Whitespace Business Development Director 

Reporting to: Whitespace Director, Data Centre Solutions

Location: EMEA

Job Purpose

As a Business Development Director, you will be responsible for developing and closing new project business opportunities that are sold at a price to deliver the customers’ requirements without compromising our quality service within target market sectors.

Key Responsibilities

  • To negotiate and successfully close sales opportunities to meet and exceed agreed sales targets within the target markets agreed by the Global Project Director and Divisional Managing Directors.
  • To develop and build long-term professional customer relationships with existing, new and potential clients. Maintain excellent relationships and after sales support to build mutual confidence in line with the agreed business strategy.
  • To identify and build a long-term active pipeline, exploring both existing markets and targeting new market opportunities.
  • Use innovative means to develop new sources of profitable business.
  • Take complete ownership of, develop and deliver exceptional sales and tender documents and presentations, in line with company standards. Generate tenders and relevant document preparation, using the specialist support functions (Procurement, People, QHSE etc) as well as local managers and the Business Development Managers. 
  • Liaise regularly & work closely with the EMEA Projects Quantity Surveyor on all opportunities & tenders.
  • Liaise regularly with regional Business Development Managers/Directors and help drive a more cohesive & inclusive approach to business development.
  • Help to develop/integrate an EMEA wide Whitespace Business Development team. 
  • Raise the company and business profile by representing CBRE Data Centre Solutions at industry events, high level networking and promoting an image of professionalism at all times.
  • Keep up-to-date with industry developments, maintaining awareness of competitor activity and market trends.
  • Develop a monthly report based on key news/information from Data Centre publications and Websites to ensure CBRE are at the forefront of all developments
  • Ensure that all Business Unit Directors are fully aware of all activities. Liaise regularly with the Global Sales Director to ensure they are fully updated on all sales activities and potential new business opportunities. Ensure that specialist functions e.g. People, QHSE and Commercial are advised of any new potential business to ensure compliance.
  • Ensure that appropriate sign-offs are adhered to when considering new business opportunities. 
  • Maintain records and relevant project documentation in the support of tenders and refresh bids for the Business.
  • Deal promptly and professionally with all pre-qualifications.
  • Support refresh bids and variations for existing customers.
  • Support strategy of current Data Centre Solutions client base where Whitespace projects are being delivered outside of CBRE.
  • To develop and build long-term professional customer relationships with key stakeholders on the CBRE Site Teams.
  • Liaise regularly with regional Heads of Projects to help drive opportunities.
  • Support growth of Data Centre Solutions business through the development and execution of a Whitespace Business Plan.
  • Represent Data Centre Solutions best interests externally and internally to Global Workplace Solutions.
  • Support growth of current Data Centre Solutions client base for Technology Infrastructure projects.
  • Create individual strategies with Technology Infrastructure manufacturers, distributors and installers.

Person Specification


  • [Essential] - Good basic education to GCSE (or equivalent standard), which will include an English and Maths qualification.
  • [Desirable] - Higher educational qualifications to A level/HNC/D would be beneficial.


  • [Essential]
    • Proven sales/business development experience from a Whitespace / Technology Infrastructure background (including M&E / Structured Cabling).
    • Experience of producing exceptional quality sales documents.
    • Experience of producing and delivering successful high-level presentations.
    • Well-developed communication skills enabling the individual to work with senior managers, project teams, customers, suppliers, and staff of all levels and abilities.

  •  [Desirable]
    • Experience of data centre whitespace fit-out projects
    • Experience of structured cabling.
    • Existing relationships with key manufacturers & distributors.
    • Existing relationships with relevant end users including datacentre colocation providers.

  • Aptitudes
    • Driven by targets and comfortable in a high-pressure sales environment.
    • Excellent verbal and written communication skills. Must be detail conscious and methodical in approach.

  • Character
    • Must demonstrate a strong sense of customer focus and promote a sense of team spirit within the office.
    • Must be able to influence others and engender confidence in senior managers through both face-to-face, telephone and written communication.
    • Self-motivated. Able to prioritise demands and make decisions under pressure. Able to work as part of a multi-disciplinary team, providing support to other areas of the business on occasions, as required.
    • Be self-sufficient: able to work on your own as well as in a team.  

  • Circumstances
    • Must be flexible to work outside core office hours from time to time, and willing to travel when required.