Title: Sales Manager

Reports to: Sales Director
Location: Madrid, Spain

Overview

LEET Security is the first Cybersecurity Rating Agency and manages the most reliable model to assess the level of cybersecurity implemented on services, allowing organizations to improve their preparedness and resilience and efficiently manage risks associated with supply chain.

We are part of Uptime Institute, the Standard bearer for Digital Infrastructure performance, proprietary of the Tier Standard used in the design, construction and operations of thousands of sites in more than 114 countries.

Position Sales/Business Development Manager

Senior representative of the company, showing solvency in the knowledge of our solutions and their adaptation to the needs of the market.

Participation in commercial strategy planning for the expansion of the customer base. Responsible for its execution.

Achievement of commercial meetings to establish long term relationships of trust and generation of business opportunities.

Identify business areas, changes, and trends in the market.

Maintenance of a realistic pipeline to achieve the objectives established by the company.

Hands-on involvement in all tasks associated with commercial activity: lead generation, participation in events, etc.

Skills and experience

• Five or more years of experience in sales of technology-related services in corporate environments, and negotiations with senior / CxO level customer contacts.
• Proven successes in the complete development of the entire business cycle, from planning to closing.
• University education.
• Self-motivating, responsible, proactive, and entrepreneurial character
• Good oral and written communication/presentation skills and interpersonal relationships.
• Excellent use of office tools and understanding of CRM systems.
• English level C1

What we offer

• Competitive salary.
• Agile and dynamic environment, in a company with innovative high-value services.
• Development opportunities in an environment with great international projection.

Title: Sales Manager - Pinakes

Reports to: Sales Director
Location: Madrid, Spain

Overview

LEET Security is the first Cybersecurity Rating Agency and manages the most reliable model to assess the level of cybersecurity implemented on services, allowing organizations to improve their preparedness and resilience and efficiently manage risks associated with supply chain.

We are an Uptime Institute Company, the Standard bearer for Digital Infrastructure performance, proprietary of the Tier Standard used in the design, construction and operations of thousands of sites in more than 114 countries.

Position Customer Success/Business Development Manager in Finance Sector

Background:

The finance Sector is highly regulated. In 2019, the European Banking Authority published their Guidelines on Outsourcing (EBA/GL/2019/02) with obligations for the Financial Entities to carry out cybersecurity audits on their important and critical suppliers. These were followed by EIOPA and ESMA (European Insurance and Securities and Markets Authorities) with same kind of obligations. Finally, the European Commission published in December 2023, the Digital Operational Resilience Act (known as DORA) which enforces the three sectors (broadly known as Financial Entities) to carry out regular and demanding supervisory activities over their supply chain.

LEET Security has developed a methodology to facilitate these supervisory tasks, with the involvement of most of the banks in Spain, and licensed it to the Centro de Cooperación Interbancaria (CCI), who manages it under the name of Pinakes^®. Most of the banks operating in Spain have already subscribed an adherence contract with CCI, to use the results of the cybersecurity audits of service providers, carried out by accredited audit companies and uploaded in the platform, as a valid system to comply with their supervisory obligations.

These can be met by simply asking their suppliers to go through the Pinakes^® audit and register the results in the platform. See the informative page here: https://asociacioncci.es/pinakes

However, and being a system of free usage for the banks (included with their CCI membership), the implementation of the internal procedures to request Pinakes^® audit as a standard supervisory mechanism is far from being a fact.

Objective of the position

Foster and influence the participating entities to increase the number of service providers and audited services in the platform.

To achieve this goal, we expect a strong interaction with the various departments in the entities with responsibility in the onboarding / contracting of service providers to achieve that these include requirements for Pinakes^® rating.

LEET Security’s objective is that these suppliers, at the request of their customers, demand our rating services to incorporate to the platform.

Insurance sector / International deployment:

The incorporation of the insurance sector to the Pinakes platform has been and is currently pursued by LEET Security. As insurance companies join the Pinakes^® platform, it will be a clear incentive for the suppliers to be rated. This also applies to the Securities and Markets actors.

As the regulations affect equally al the organizations for these sectors in the EU, the international extension is also an objective to be developed.

Position:

The successful candidate must have previous relationships with a number of professionals in financial institutions, with responsibilities in supply chain risk governance, and be able to leverage them to reach the actual decision makers who can incorporate the requirements for Pinakes rating on the onboarding/contracting processes.

We expect long sales/customer relationship experience within the financial sector, with the ability to be fast on your feet to quickly get up to speed to acquire a strong knowledge of LEET Security rating methodology and involved regulation, as well as the ability to transmit that knowledge to generate confidence from the organizations. All the activity will be directly supported by the management of LEET Security.

English is required at conversational level.

What we offer:

• Competitive salary.
• Agile and dynamic environment, in a company with innovative high-value services.
• Development opportunities in an environment with great international projection.

Title: Senior Sustainability Consultant - APAC

Reports to: Vice President of Sustainability Program Management
Location: Kuala Lumpur, Singapore, or Jakarta

Overview

Uptime Institute is an unbiased advisory organization focused on improving the performance, efficiency, and reliability of business-critical infrastructure through innovation, collaboration, and independent certifications. For over 30 years, the company has established industry-leading benchmarks for data center performance, resilience, sustainability, and efficiency, which provide customers assurance that their digital infrastructure can perform across a wide array of operating conditions at a level consistent with their individual business needs. Uptime Institute serves all stakeholders responsible for IT service availability through industry leading standards, education, peer-to-peer networking, consulting, and award programs delivered to enterprise organizations and third-party operators, manufacturers, and providers. Offerings include the organization’s Tier Standard and Certifications, Management & Operations reviews, and awards, SCIRA-FSI financial sector risk assessment, Uptime Institute Sustainability Assessment, and a broad range of additional risk management, as well as performance, availability, and sustainability offerings. Uptime also operates a Global Network of member companies, and our Uptime Education has taught thousands of data center training courses around the world, graduating over ninety thousand students in over one hundred countries.

Uptime Institute, the Global Digital Infrastructure Authority^® is headquartered in New York, NY, with main offices in London, São Paulo, Dubai, Riyadh, and Singapore.

About the role:

We are now looking for a Principal to deliver sustainability projects in the APAC region – to be based in Kuala Lumpur, Jakarta, or Singapore with the ability to travel domestically and internationally as needed.

The successful candidate, working in conjunction with our existing experts, our Vice President of Sustainability Program Management, and CTO will be responsible for:

• Delivering Uptime Institute’s Sustainability Assessment program on-site at client locations;
• Assisting clients in developing their digital infrastructure sustainability and strategy plans by delivering Uptime’s Sustainability Strategy Gap Analysis (SSGA) and the Uptime Institute’s Sustainability Assessment
• Deliver related Uptime Education courses in the region;
• Support the development and delivering custom sustainability advisory solutions to meet unique client needs as they arise; and
• Support regional sales managers in business development meetings and by presenting at conferences.

Experience:

This is an important role aimed at improving our clients’ IT Estate's sustainability programs across facility operations and management, IT operations and infrastructure, and cross cutting areas such as greenhouse gas emissions and water usage. An understanding of infrastructure engineering/application engineering expertise is essential. The candidate should also have a working knowledge of IT equipment and systems; improving the efficiency and productivity of the IT infrastructure and systems will be a critical part of any sustainability strategy. Uptime is looking for individuals with 5+ years of experience with data center operations, design, or management, with a focus on driving sustainability-related projects and programs.

The successful candidate will have exposure to developing and implementing sustainability programs in global organizations, with robust knowledge of technology, architectures, and related tools. Prior business experience with sustainability programs with a specific focus on ICT is required.

• The role holder will have detailed working knowledge of current and emerging sustainability policies, trends, and regulations in the APAC region.
• The role holder will have a deep understanding of greenhouse gas accounting, sustainability disclosure frameworks, circular economy practices, and other common standards, frameworks, and metrics used to collect and report on sustainability programs for data centers.
• The role holder will possess first-hand knowledge of the Enterprise’s typical IT/ infrastructure estates and will have demonstrable experience working with IT management to successfully create and grow sustainability frameworks and capabilities within these organizations.
• The role holder will have specific experience in managing and or delivering sustainability-related projects with the enterprise or service provider sector in APAC and around the world
• The role holder will be passionate about helping the global ICT sector to reduce its environmental impact and act as a good corporate citizen.
• Experience interacting with regional regulatory or governmental agencies' current and emerging regulatory requirements in APAC and the rest of the world is a plus.

Skills:

• Strong technology and/or ICT experience obtained via a career in industry or another consultancy. This includes a strong understanding of typical data center electrical and mechanical systems.
• Fluent in verbal and written English and Mandarin
• Bachelors degree in engineering, science, and/or business.
• Knowledge of the latest data center infrastructure technology trends, and an appreciation of the opportunities and risks they present.
• Demonstrated ability to build effective relationships with multiple stakeholders across IT, facilities, sustainability, and compliance functions.
• Ability to think creatively, generate innovative ideas, question the status quo at our clients’ operations, and deliver effectively against challenging objectives
• Utilize analytical skills to identify and challenge perceived or actual conflicts between operational resilience and sustainability initiatives.
• Self-motivated and takes initiative to ensure our clients’ needs are met while ensuring high-quality deliverables.
• The ability to deliver bespoke and innovative approaches to make sure that our strategic legacy programs continue to evolve, maintaining our reputation as the leading expert on data center resiliency and reliability while adding a sustainability focus to our offerings.
• First-hand experience working in an operational role, and demonstrating knowledge of relevant legislation and regulations affecting sustainability
• Excellent oral and written communication skills
• Strong interpersonal and leadership skills
• Ability to work iteratively, delivering quickly and frequently to produce high-quality documents and outputs that require little to no rework.

Title: UK Technical Consultant

Reports to: Regional Technical Director
Location: London, England

Overview

Uptime Institute is an unbiased advisory organization focused on improving the performance, efficiency, and reliability of business-critical infrastructure through innovation, collaboration, and independent certifications. For over 30 years, the company has established industry-leading benchmarks for data center performance, resilience, sustainability, and efficiency, which provide customers assurance that their digital infrastructure can perform across a wide array of operating conditions at a level consistent with their individual business needs. Uptime Institute serves all stakeholders responsible for IT service availability through industry leading standards, education, peer-to-peer networking, consulting, and award programs delivered to enterprise organizations and third-party operators, manufacturers, and providers. Offerings include the organization’s Tier Standard and Certifications, Management & Operations reviews, and awards, SCIRA-FSI financial sector risk assessment, and a broad range of additional risk management, as well as performance, availability, and sustainability offerings. Uptime also operates a Global Network of member companies, and our Uptime Education has taught thousands of data center training courses around the world, graduating over ninety thousand students in over one hundred countries.

Uptime Institute, the Global Digital Infrastructure Authority^® is headquartered in New York, NY, with main offices in London, São Paulo, Dubai, Riyadh, Singapore, and Taipei.

About the Role:

Reporting to the Regional Technical Director of the region while performing all consulting & technical responsibilities within the guidelines and standards defined by the Chief Technical Officer, the Technical Consultant role will be to deliver a variety of consulting & Certification services globally: conducting reviews of data center designs, documentation, and on-site testing of built environments to determine compliance with owner’s stated Tier functionality objectives and long-term operations goals in accordance with Tier Standard: Topology. Conduct on-site reviews of data center facility management processes and procedures against the Tier Standard: Operational Sustainability requirements. Develop narrative-based reports, memos, or other deliverables that, in a clear, concise, and accurate fashion, document both shortcomings and solutions to achieving owner’s expected outcomes. Meet with data center teams, as required, to discuss findings and recommendations regarding all critical subsystems and their operation.

Evaluate the following data center subsystems:

• Utility Power
• Engine-Generator Plant
• Power Backbone
• UPS Systems
• Battery Systems
• Critical Power Distribution
• Cooling Plant
• Computer Room Cooling
• Fire Suppression
• Physical Security
• Loadbanks
• Mechanical and Electrical Control systems
• Lightning Protection
• Grounding
• Fuel Storage and Distribution
• Fire Detection

Evaluate the following data center management processes:

• Staffing
• Maintenance
• Training
• Life Cycle Planning
• Financial Management
• Space, Power and Cooling

As a member of the team, duties will also include supporting other team members in the delivery of assessments against the Uptime Institute Standards and assessment frameworks. The Consultant will assist in developing narrative-based reports, memos, or other deliverables that, in a clear, concise, and accurate fashion, document both shortcomings and solutions to achieving owner’s expected outcomes, meeting with data center teams, as required, to discuss findings and recommendations.

Work location is flexible.

In order to be successful in this position, Uptime Institute Professional Services seeks the following credentials and experience:

Required

• 5 – 10 years of experience in the design and construction of a data center facility infrastructure with specific experience in the systems delineated above
• Must be able to apply bottom-up approach in generating and analyzing complete data center design starting from IT load and number racks to;
  • Calculating white space area, UPS rooms, Power rooms, mechanical rooms, specialty spaces, generator rooms, equipment yards etc.
  • Analyze and interpret bottom-up power calculations including critical IT loads, critical mechanical loads and non-critical building loads
  • Analyze and interpret cooling load calculations for critical IT rooms, communication rooms, UPS rooms, Electrical rooms, mechanical rooms, control rooms and other non-critical areas
  • Analyze and interpret selection and sizing of capacity components including engine generators, chillers, pumps, CRAH units, CRAC units, Fan wall units, VRF units, UPS, DC rectifiers, DRUPS etc.
  • Analyze and interpret electrical engineering drawing packages (e.g. single line diagrams, plan-view layouts, panel schedules, etc.)
  • Analyze and interpret mechanical engineering drawing packages (e.g. single line diagrams, plan view layouts, equipment schedules, etc.)
  • Review and understand control schematics for engine generators, chiller plants, BMS systems and DCIM
• Experience in the startup and Commissioning of data center infrastructure
• A motivation to learn detailed aspects of data center
• A willingness to learn and apply the Uptime Institute Tier Classification System concepts.
• Acceptance of domestic and international travel requirements up to 40%
• Ability and motivation to work remotely.
• Excellent written and verbal communication skills
• Advanced communication skills to directly engage at various management levels within client organization.
• Adopt Uptime Institute methods and procedures in delivering services.
• Fluency in English – written and spoken.

Desired

• Experience in certifying data centers with Uptime Institute for TCDD, TCCF, M&O and TCOS
• Ability to critically analyze data center design and propose value engineering in aspects of design, operations and sustainability
• Experience is advising optimization is CAPEX, OPEX and PUE
• Experience in operating, or managing, a data center’s facility infrastructure with specific experience in the processes delineated above
• Experience with developing/justifying staffing and budget requirements.
• Familiarity with the training programs required for data center personnel.
• Experienced is evaluating third party contracts and SLA
• Engineering degree (mechanical, electrical, civil, industrial, facilities)
• Post-graduate degree
• Proven experience in delivering high reliability and high efficiency solutions.

Title: Vice President Sales – North America

Reports to: Chief Business Officer
Location: US based, remote

Overview

Uptime Institute is an unbiased advisory organization focused on improving the performance, efficiency, and reliability of business-critical infrastructure through innovation, collaboration, and independent certifications. For over 30 years, the company has established industry-leading benchmarks for data center performance, resilience, sustainability, and efficiency, which provide customers assurance that their digital infrastructure can perform across a wide array of operating conditions at a level consistent with their individual business needs. Uptime Institute serves all stakeholders responsible for IT service availability through industry leading standards, education, peer-to-peer networking, consulting, and award programs delivered to enterprise organizations and third-party operators, manufacturers, and providers. Offerings include the organization’s Tier Standard and Certifications, Management & Operations reviews, and awards, SCIRA-FSI financial sector risk assessment, and a broad range of additional risk management, as well as performance, availability, and sustainability offerings. Uptime also operates a Global Network of member companies, and our Uptime Education has taught thousands of data center training courses around the world, graduating over ninety thousand students in over one hundred countries.

Uptime Institute, the Global Digital Infrastructure Authority is headquartered in New York, NY, with main offices in London, São Paulo, Dubai, Riyadh, Singapore, and Taipei.

The VP Sales North America is responsible for driving all commercial aspects of Uptime Institute market penetration and service delivery across the America and Canada.

The primary focus is the Uptime Institute Professional Services offerings, including but not limited to:

• Tier Certification of Design Documents, Constructed Facility, Operational Sustainability and accompanying preliminary/preparatory services.
• Education Courses and Portfolio Training.
• Facility Management Advisory and Data Center Portfolio Management
• IT & IT Infrastructure Advisory.
• Sustainability Advisory & Custom Consulting.
• Sustainability Strategy Gap Analysis (SSGA).
• Standardized, Comprehensive Infrastructure Sustainability Assessment (SCISA).
• Data Center Custom Consulting.
• Management & Operations Stamp of Approval.
• Data Center Risk Assessment.
• Site Infrastructure Assessment.

In addition, VP Sales North America is responsible for driving and promoting all other services either existing or to be developed.

This includes growing the Uptime Membership Network in the North America region, in conjunction with the Regional and Global Network Directors is also part of the role of the VP Sales North America.

The principal objective is to increase, on an ongoing basis, Uptime Institute consulting and certification revenue in North America, but also to participate in appropriate product/service development, construct and execute a market strategy, and to ensure that services are delivered in a manner consistent with Uptime’s goals.

This position will be based in the United States and will report directly to Chief Business Officer, based in Dubai.

This position involves close coordination and collaboration with the following individuals or groups: CTO; Marketing; Content & Publications; Business Support Services; Project Management; and Events. All service delivery protocols are overseen centrally, so this position will be responsible for ensuring adherence among consultants, as well as ongoing reporting to technology and project management stakeholders.

The primary responsibilities will include, but are not limited to the following:

• Drive increased revenue generation associated with Uptime Institute Professional Services offerings.
• Manage the Sales team in the North America region.
• Manage the capture and assignation of incoming leads and ongoing industry outreach, including education of the industry regarding these offerings and the IP upon which they are based.
• Directly develop new leads, opportunities, and relationships
• Directly manage maturing strategic-level/high-value leads, supporting scope and price negotiation culminating in a proposal, and initiating the contract phase.
  • Continue to serve, and/or transition, existing Strategic Accounts that are not centralized in Europe.
• Maintain timely and accurate revenue and account management information and tracking through Uptime Institute’s CRM (Salesforce) and provide regular forecasting and other reporting to senior management.
• Support, directly and on a sustained basis, the Marketing Group’s development of a short- and long-term marketing strategy for Europe and support its execution.
• Travel in support of Uptime Institute events and on-site business development efforts domestically (and internationally on a selective basis).
• Directly support service delivery, for and beyond Strategic Accounts, as circumstances warrant.