Key Account Manager
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Job Description
Key Account Manager driving business growth for liquid cooling technology at CoolIT Systems. Focused on managing hyperscale cloud service provider customers in the US west coast region.
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 in the region.
- 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 international travel up to 40% in territory and up to 25% internationally.
Requirements:
- 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.
Benefits:
- Vacation and flex days, and paid company-wide shutdown during the holiday season.
- Comprehensive benefits including Dental, Drugs, Optical, Paramedical and Health Spending. These costs are covered by CoolIT and are enacted from your first day.
- Dress for your day – in a casual yet professional environment.
- Retention rewards like “The Big Coffee Break” that reward tenure with additional vacation time and a monetary bonus.
- Company-funded RRSP contributions to support your long-term financial goals.
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