Account Executive – Critical Infrastructure
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Job Description
Account Executive driving client acquisition and revenue growth strategy for data center automation projects. Leading full sales lifecycle and building trusted partnerships in mission-critical environments.
Responsibilities:
- Own revenue generation for mission-critical BAS, SCADA, OT network, and central plant integration scopes
- Develop and execute account strategies for hyperscale and colocation data center clients
- Identify and qualify new opportunities through outreach, industry relationships, and market intelligence
- Lead pursuit efforts from initial engagement through award, ensuring a clear win strategy
- Partner with internal teams to position STC as the preferred automation integrator
- Build trusted relationships with owner representatives, EPCs, GCs, and major trade partners
- Lead executive-level meetings, site visits, and technical solution discussions
- Maintain long-term account plans that drive repeat business and campus expansion work
- Represent STC at key industry events, conferences, and client networking opportunities
- Maintain accurate CRM activity, pipeline tracking, and revenue forecasting
- Provide weekly/monthly KPI reporting on bookings, pursuit volume, and conversion rate
- Ensure sales efforts align with organizational goals and financial targets
- Identify opportunities and lead the strategic use of technology, digital platforms, and AI-enabled tools to enhance efficiency through workflow automation, reduced manual effort, and improved accuracy in forecasting, documentation, reporting, and quality processes.
- Support adoption of emerging technologies - including advanced analytics, data visualization tools, and digital construction management platforms - to strengthen readiness, quality assurance, and project controls.
- Promote a culture that embraces innovation, continuous improvement, and the strategic use of technology to optimize performance and scalability.
Requirements:
- Knowledge of hyperscale, collocation, and mission-critical infrastructure markets, including buying cycles and customer requirements
- Working knowledge of building automation systems (BAS), PLC/DDC controls, SCADA platforms, OT networks, and central plant systems
- Knowledge of commercial contracting principles and deal structures for large, complex projects
- Awareness of emerging AI tools and technologies that support sales efficiency and market intelligence
- Proven sales skills with demonstrated success in mission-critical and infrastructure-focused environments
- Strong negotiation and contract structuring skills for high-value, enterprise-level engagements
- Effective client-facing communication skills, with the ability to translate technical solutions into clear, persuasive value propositions for executive audiences
- Relationship-building skills across clients, partners, and internal stakeholders
- Proficiency in Salesforce or comparable CRM platforms and the Microsoft Office Suite
- Ability to operate independently and manage priorities in a fast-paced, remote work environment
- Ability to leverage AI and emerging technologies to streamline workflows, optimize operational processes, and contribute to company-wide innovation
- Ability to influence decision-makers and maintain executive presence throughout the sales cycle
- Ability to build trust and sustain long-term relationships with diverse stakeholders
- Ability to adopt and leverage new technologies and innovative tools to enhance sales performance and insight.
Benefits:
- Choice of comprehensive medical plans (including two PPO-style plans and a HDHP w/ HSA option)
- Dental and vision plans
- Comprehensive medical, dental and vision benefits extended to spouse / domestic partner and dependent children up to age 26
- 401k with company match and self-directed brokerage account option
- PTO including additional paid time off during the last week of the year
- Company paid life insurance coverage for employees and their eligible dependents
- Short and long-term disability, AD&D coverage
- Professional development opportunities, tuition reimbursement and professional licensing assistance
- Paid parental leave after one year of employment
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