Colocation Account Manager

About the Role

This position is responsible for developing and executing strategic account plans for assigned colocation providers and regional operators in the data center and mission-critical construction industry.

Responsibilities

• 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
• Generate new revenue opportunities within assigned colocation accounts
• Pursue negotiated opportunities for new campus developments, white space fit-outs, capacity expansions, tenant improvements, and infrastructure upgrades
• Identify opportunities for repeat business across multiple geographic markets
• Develop strategies to increase wallet share within existing accounts
• 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
• 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, and trade partners
• Quickly resolve customer concerns while maintaining strong relationships
• Monitor market activity including new campus announcements, land acquisitions, developer activity, general contractor pursuits, and competitive positioning
• Identify emerging opportunities before projects reach procurement
• Coordinate closely with estimating, operations, engineering, finance, and project management to ensure seamless transition from pursuit through project execution
• Support project teams throughout delivery while maintaining customer relationships
• Lead customer strategy for major pursuits
• Coordinate proposal development and pricing strategy
• Participate in contract negotiations
• Support presentations and executive-level client meetings
• Maintain accurate customer information and opportunity tracking in Salesforce
• Update pipeline weekly
• Provide monthly forecast reports
• Document customer meetings, action items, and strategic plans

Qualifications

• 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 Qualifications

• 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 working with general contractors and mission-critical construction teams
• Familiarity with data center delivery methods, including Design-Build, EPC, and Fast Track construction