Additional Job Description
WHAT YOU’LL DO:
This is an exciting opportunity with CoolIT Systems, the leading provider of scalable liquid cooling technology, as a Key Account Manager (hunter focused) for targeted cloud service provider/Hyperscaler customers. In this role, you will be expected to aggressively identify, pursue, and win strategic opportunities, expand wallet share, and convert high-value prospects into long-term customers. Join our rapidly growing organization and make an impact in the data center industry by driving new business growth and accelerating market penetration.
RESPONSIBILITIES:
Own the development and execution of a territory and account strategy focused on hunting, penetrating, and winning 1-3 named hyperscale liquid cooling customers or prospects.
Understand client needs and our competitive positioning, challenges, and goals to offer tailored solutions for their cooling requirements to enable growth in sales.
Act as the primary commercial lead for target accounts, driving outbound engagement, uncovering opportunities early, qualifying demand, and advancing prospects through the sales cycle to close.
Consistently build, progress, and close a high-quality pipeline that meets or exceeds CoolIT's program pipeline, bookings, and forecast targets.
Lead review and negotiation of customer contracts and manage inputs from stakeholders to drive execution of contracts.
Develop and execute account penetration plans that create double-digit revenue growth through new program wins, competitive displacement, and expansion into adjacent opportunities.
Demonstrate technical expertise in data center operations and cooling solutions.
Collaborate internally with Operations to ensure successful project execution from initial discussions to delivery and implementation.
Maintain a sharp point of view on industry trends, competitor moves, whitespace opportunities, and customer buying triggers to inform pursuit strategy.
Provide market insights and voice of customer feedback to guide product development and innovation.
Continuously monitor performance metrics and quality standards, driving continuous improvement initiatives as needed.
Ensure compliance with company policies and procedures.
Potential for travel up to 40% domestically and up to 25% internationally.
WHO YOU ARE:
Basic Qualifications:
8+ years of experience in business development, strategic sales, or account management, with a strong preference for candidates who have excelled in hunter-oriented roles.
4+ years of experience working in a manufacturing or advanced technology business.
Bachelor degree in Business Administration, Engineering, Computer Science, or related field.
Proven track record of winning complex enterprise sales in a sales-led organization, including originating opportunities, shaping deals, and closing with Fortune 50 clients.
Demonstrated experience with the big 5 Cloud Service Providers.
Strong commercial instincts with a bias for action, persistence, and accountability in pursuing revenue and customer outcomes.
Experience working in a fast-paced, dynamic environment.
Legally authorized to work in (Country) without company sponsorship.
Preferred Qualifications:
Preference for strong technical background, with experience in data center infrastructure, cooling systems, or related fields.
Experience using CRM and ERP systems such as Oracle Netsuite (preferred), SAP, Salesforce, or ServiceNow.
Skills:
Strategic hunter mindset with a demonstrated ability to open doors, build pursuit plans, navigate complex stakeholder environments, and win high-value business.
Strong organizational and analytical skills; ability to work effectively under time constraints and deliver results by critical deadlines.
Excellent leadership and interpersonal skills, with the ability to inspire and motivate teams across all levels of the organization.
High drive, resilience, and urgency, with the ability to adapt quickly, overcome obstacles, and maintain momentum in competitive sales cycles.
Annual or Hourly Compensation Range:
$167,000 - $200,800 Many factors are taken into consideration when determining compensation, such as experience, education, training, geography, etc. We comply with all minimum wage and overtime laws.
Benefits
Ecolab provides the following benefits: medical, dental, vision, life insurance, accident insurance, critical illness insurance, hospital indemnity insurance, auto insurance, home insurance, pet insurance, identity theft protection, short-term and long-term disability, 401k, pension plans, retirement health care benefits, short-term incentives, vacation (12 days), holidays, parental leave, employee stock purchase plans (Full-Time Associates), discount on day care services and caregiver services, adoption assistance, group legal services, employee assistance program, employee discount program, and education assistance program, on-Site childcare and fitness facilities may be available at select Ecolab locations. for additional benefits information. If you are viewing this posting on a site other than our Ecolab Career website, view our benefits at jobs.ecolab.com/working-here.
