Account Manager, Data Centers

About the role

Join our North American Industrial Instruments sales team as the Account Manager for Data Centers. You will be a core member of Vaisala’s Data Center Task Force, a cross-functional growth initiative with executive sponsorship spanning sales, product management, application engineering, and marketing. This hybrid role is based in our Burlington, MA office, with up to 40% travel expected.

In this position, you will work with data center operators, colocation providers, cloud service companies, engineering firms, contractors, and system integrators to deliver Vaisala’s advanced measurement solutions for temperature, humidity, dew point, and pressure across critical cooling, environmental monitoring, and control applications.

Responsibilities

• Account Management & Sales Growth (50%)
  • Develop and maintain strong, long-term relationships with data center operators, colocation providers, cloud service companies, engineering firms, contractors, and integrators.
  • Own account plans and strategies to grow revenue and expand Vaisala’s presence within existing customers.
  • Identify opportunities to expand within existing customers: new facilities, new applications, new product lines, and recurring calibration and service agreements.
  • Serve as a trusted advisor to technical, operational, and executive-level customer stakeholders.
  • Understand customer needs and recommend Vaisala measurement solutions that deliver business and technical value.
  • Promote and adapt Vaisala’s Service offering, including calibration services.
• Business Development & Sales Execution (50%)
  • Identify, qualify, and develop new customer opportunities within the data center market in collaboration with the Vaisala Data Center Business Development Manager.
  • Support the complete sales cycle from prospecting through proposal, negotiation, and close.
  • Build and maintain a strong sales pipeline and achieve assigned revenue targets.
  • Influence customers and help drive specifications by introducing Vaisala solutions into new projects and applications.
  • Collaborate with Application Engineering, Product Management, Marketing, Technical Support, and Business Development to deliver customer solutions.
  • Maintain accurate account, opportunity, and forecast information in our CRM.
  • Participate in customer meetings, trade shows, conferences, and industry events.

Requirements

• Bachelor’s degree in a technical, engineering, business, or related field preferred.
• 7+ years of technical B2B sales or account management experience.
• Experience in data centers, building automation, HVAC, controls, industrial instrumentation, or critical infrastructure preferred.
• Strong understanding of data center infrastructure, cooling systems, environmental monitoring, or BMS/controls.
• Proven ability to grow existing accounts while developing new business.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Self-motivated, organized, and customer-focused with a strong hunter mentality.
• Experience with CRM platforms such as Salesforce or SAP preferred.
• Willingness to travel approximately up to 40%.

Pay

Anticipated salary range: $110,000–150,000 annual base salary, in addition to an annual sales bonus plan. Salary is determined by education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.

Benefits

• Health, dental, and vision insurance.
• Flexible spending accounts.
• Company-paid life, long-term, and short-term disability insurance.
• 401(K) plan with company match.
• A variety of voluntary benefits programs.
• Employee Assistance Programs.
• Tuition reimbursement.
• Holiday pay and a generous paid time off plan.

Schedule

Hybrid work schedule based in Burlington, MA, with up to 40% travel expected.