.svg){kind=small}
Building Commercial Leadership at the Edge of Industrial Technology and Data Centre Infrastructure
A global industrial technology company retained Miramar to run an executive search for a Director of Industrial Portfolio Management, a newly created role.
THE CHALLENGE
A global compressor and turbo systems manufacturer had secured early traction in the data centre cooling market, a rapidly growing sector driven by the thermal demands of AI infrastructure and hyperscale computing. Early customer wins had validated its technology fit. What the business lacked was the dedicated leadership to build on that traction and develop the market systematically.
The newly created Director role required someone who could simultaneously:
• Bring deep technical credibility in compressor technology and its integration into HVAC and industrial refrigeration systems
• Navigate and develop relationships within the data centre customer ecosystem, a distinct market with its own procurement processes, standards and competitive dynamics
• Operate as an entrepreneur within a large, highly matrixed global organisation, building a new business area from a limited resource base
The cultural fit within our client’s organisation is particularly distinctive. It is a highly demanding, results-focused environment that requires leaders who are hands-on, self-sufficient and comfortable taking ownership without excessive structure or oversight. Success depends not only on having the right technical capabilities, but on demonstrating the right operating instincts - knowing when to get into the detail, how to drive accountability, and how to deliver at pace. As a result, assessing leadership style, mindset and cultural alignment was just as important as evaluating technical fit.
Additional constraints shaped the search. The role was based in the US, reflecting where the majority of data centre and industrial cooling growth is concentrated, but the mandate itself was global — and several of the most technically qualified candidates, coming from direct competitors, carried restrictive non-compete agreements requiring individual evaluation.
THE SOLUTION
Miramar was retained on an exclusive basis and took a research-led approach, building a comprehensive market map before commencing outreach.
The search was structured across three talent pools:
• Direct compressor technology manufacturers, where technical depth is highest and data centre exposure is growing, but non-compete risk is most significant
• HVAC system manufacturers and industrial technology businesses with data centre exposure, where candidates may carry broader system understanding and existing customer relationships in the sector
• Process-oriented commercial organisations, where candidates bring strong go-to-market discipline and market-building experience, with technical depth assessed individually
Candidates were briefed on the client's early contract wins as evidence of commercial validation, framed as a genuine market entry opportunity with a credible platform behind it. Each was also told upfront about the full interview process, including a 4–5 hour DDI leadership and strategy assessment required at Director level. Transparency meant only genuinely committed candidates entered the pipeline.
THE RESULT
The search launched in early June 2026, with the successful candidate acquired within nine weeks from kick-off to acceptance. Speed was important for our client who was eager to move from early momentum into a scaled commercial strategy as quickly as the right hire allowed.
The preferred candidate turned out to be based in Florida, for a role based in Detroit. That relocation added a further layer of complexity once identified, and the team worked through it closely with the candidate to keep the process moving and the placement smooth.
• 156 candidates mapped
• 15 interviewed and assessed against criteria agreed upfront with our client
• 3 shortlisted
• 1 offer made and accepted.
The successful candidate came from a global compressor manufacturer already active in the same competitor set our client was targeting. Close to two decades moving through product management, strategic marketing and general management, including building new commercial territory across Latin America, an MBA from Yale, and fluency across English, French, Portuguese and Spanish rounded out a profile suited to our client's international, matrixed environment.
The impact
The hire sits against a market our client has sized at close to $9B in addressable industrial revenue by 2035, with data centre cooling, driven by AI infrastructure and hyperscale compute, among the fastest-growing segments in a portfolio the business expects to grow at over 20% CAGR through the next decade.
Our client now has a dedicated commercial leader to build on that early traction turning a validated technology fit into real market share.
More Case Studies
Facing a similar leadership challenge?
We work with organisations navigating leadership transitions, transformation and growth.
