Strategic Account Manager

About the Role

The Strategic Account Manager (SAM) for Data Cooling Centers develops, manages, and expands relationships with key strategic customers in the data center and mission-critical cooling market. This role focuses on long-term account growth, solution-based selling, and aligning customer technical requirements with the company’s cooling, fluid power, or thermal management solutions.

Responsibilities

• Own and manage a portfolio of strategic data center accounts, including hyperscale, enterprise, and OEM customers.
• Develop and execute account plans that align customer goals with company growth objectives.
• Identify and manage key target accounts, including general and mechanical contractors, to support strategic growth initiatives.
• Build executive-level relationships with decision-makers, engineers, and procurement teams.
• Identify expansion opportunities across new sites, retrofits, upgrades, and service agreements.
• Drive revenue growth through solution-based selling of technologies (liquid cooling, air cooling, CDU systems, heat exchangers, fluid conveyance, etc.).
• Lead complex sales cycles from opportunity identification through contract negotiation and close.
• Collaborate with engineering and applications teams to deliver customized solutions.
• Monitor market trends, customer investments, and competitive activity within the data center space.
• Translate customer technical requirements into viable product and system solutions.
• Coordinate with internal teams including engineering, operations, project management, and service to ensure successful execution.
• Support system design reviews, technical presentations, and customer site visits.
• Ensure alignment between customer expectations and operational capabilities.
• Serve as the escalation point for customer issues and ensure timely resolution.
• Maintain high levels of customer satisfaction through proactive communication and performance reviews.
• Track KPIs related to account growth, retention, and project success.
• Support long-term service, maintenance, and lifecycle solutions.

Requirements

• Bachelor’s degree in business, Engineering, or a related field (or equivalent experience).
• 5+ years of strategic or technical B2B sales experience; data cooling center experience a plus.
• Experience managing large, complex accounts with multi-year revenue potential.
• Strong understanding of project management and communication to customer, manufacture, and leadership teams on technologies, infrastructure, and expectations.
• Proven ability to sell complex, engineered solutions.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to work cross-functionally with technical and non-technical teams.
• Strategic thinker with strong analytical and planning capabilities.
• Willingness to travel to customer sites as required.
• Valid Driver’s License and acceptable Motor Vehicle Record.
• Able to travel by car within several hundred miles of their branch frequently and overnight occasionally; some air travel expected.

Skills

• Product Training (taught after hire as needed)
• Hydraulics Training (taught after hire as needed)
• Pneumatics Training (taught after hire as needed)
• Mechanics Training (taught after hire as needed)
• Systems Design
• Sales Techniques
• Computer System Training
• Microsoft Training
• ISO Training

Key Performance Indicators

• Revenue growth within assigned strategic accounts.
• New opportunity identification and pipeline development.
• Customer retention and satisfaction.
• Successful execution of account plans.