Job Description
Key Responsibilities
Strategic Account Management
Develop and execute strategic account plans for assigned colocation providers and regional operators.
Build executive-level relationships with owners, developers, construction executives, and procurement teams.
Maintain regular engagement with decision-makers throughout all phases of the project lifecycle.
Position the company as a trusted long-term partner across multiple campuses and regions.
Business Development & Revenue Growth
Generate new revenue opportunities within assigned colocation accounts.
Pursue negotiated opportunities for:
New campus developments
White space fit-outs
Capacity expansions
Tenant improvements
Infrastructure upgrades
Identify opportunities for repeat business across multiple geographic markets.
Develop strategies to increase wallet share within existing accounts.
Pipeline Management
Build and maintain a healthy sales pipeline within Salesforce.
Manage opportunities from lead identification through contract award.
Develop annual account growth plans with measurable revenue objectives.
Maintain accurate forecasting and monthly revenue projections.
Client Engagement
Serve as the primary point of contact for assigned customers.
Conduct regular executive business reviews.
Maintain consistent communication with:
Client executives
Project teams
General contractors
Design consultants
Trade partners
Quickly resolve customer concerns while maintaining strong relationships.
Market Intelligence
Monitor market activity including:
New campus announcements
Land acquisitions
Developer activity
General contractor pursuits
Competitive positioning
Identify emerging opportunities before projects reach procurement.
Cross-Functional Leadership
Coordinate closely with:
Estimating
Operations
Engineering
Finance
Project Management
Ensure seamless transition from pursuit through project execution.
Support project teams throughout delivery while maintaining customer relationships.
Proposal Development
Lead customer strategy for major pursuits.
Coordinate proposal development and pricing strategy.
Participate in contract negotiations.
Support presentations and executive-level client meetings.
Salesforce & Reporting
Maintain accurate customer information and opportunity tracking.
Update pipeline weekly.
Provide monthly forecast reports.
Document customer meetings, action items, and strategic plans.
Qualifications
Required
7+ years of sales or account management experience.
Experience selling into the data center, mission-critical, construction, electrical, or technology infrastructure industries.
Proven success managing large strategic accounts.
Strong executive relationship management skills.
Demonstrated ability to develop long-term customer partnerships.
Experience with Salesforce CRM.
Excellent communication, presentation, and negotiation skills.
Willingness to travel approximately 30-40%.
Preferred
Experience with colocation data center providers.
Knowledge of Division 27 structured cabling and low-voltage systems.
Understanding of hyperscale and enterprise data center construction.
Experience of working with general contractors and mission-critical construction teams.
Familiarity with data center delivery methods, including Design-Build, EPC, and Fast Track construction.
