关键客户经理
Key Account Manager
你将负责：
这是与CoolIT Systems的一个令人兴奋的机会，CoolIT Systems是可扩展液冷技术的领先提供商，作为针对Neocloud和数据中心托管服务提供商的关键客户经理。在这个职位上，你将被期望积极地识别、追求并赢得战略机会，扩大客户支出份额，并将高价值的潜在客户转化为长期客户。加入我们快速发展的组织，在数据中心行业通过推动新业务增长和加速市场渗透来产生影响。
该职位支持在加拿大和美国的远程办公，优先考虑旧金山、奥斯汀或弗吉尼亚地区。
职责：
- 负责制定并执行以寻找、渗透和赢得Neocloud和数据中心托管服务提供商为目标的区域和客户策略。
- 理解客户需求以及我们的竞争定位、挑战和目标，为他们的冷却需求提供定制解决方案以促进销售增长。
- 作为目标客户的首要商业负责人，推动外部接触，尽早发现机会，评估需求，并推动潜在客户通过销售流程完成交易。
- 持续建立、推进并完成符合或超过CoolIT项目管道、预订和预测目标的高质量销售线索。
- 主导客户合同的审查和谈判，并管理来自相关方的输入以推动合同执行。
- 制定并执行客户渗透计划，通过新项目胜利、竞争对手替代和相邻机会的拓展实现双位数的收入增长。
- 展示在数据中心运营和冷却解决方案方面的技术专长。
- 与内部团队合作，确保从初步讨论到交付和实施的成功项目执行。
- 对行业趋势、竞争对手动向、空白市场机会和客户购买触发因素保持敏锐的洞察力，以指导业务拓展策略。
- 提供市场见解和客户反馈，以指导产品开发和创新。
- 持续监控绩效指标和质量标准，根据需要推动持续改进计划。
- 确保遵守公司政策和程序。
- 可能需要在区域内旅行高达40%，国际旅行高达25%。
你是谁：
基本要求：
- 5年以上经验
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WHAT YOU’LL DO:
This is an exciting opportunity withCoolITSystems, the leading provider of scalable liquid cooling technology, as a Key Account Manager for targetedNeocloud and colocations data centerproviders. In this role,you will be expectedtoaggressivelyidentify, pursue, and win strategic opportunities, expand wallet share,andconvert high-value prospects into long-term customers.Join our rapidly growing organization and make an impact in the data center industryby driving new business growth and accelerating market penetration.
This position supports remote work from locationsin Canada and the US, with a preference for the San Francisco, Austin, orVirginiaareas.
RESPONSIBILITIES:
- Own the development and execution of a territory and account strategy focused on hunting, penetrating, and winning namedneocloud and colocation data centerliquid cooling customers or prospects in thesegment.
- 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 exceedsCoolIT'sprogram 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 technicalexpertisein data center operations and cooling solutions.
- Collaborate internallywith Operationsto ensure successful project execution frominitialdiscussions 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.
- Providemarket insights andvoice ofcustomer feedback to guide product development and innovation.
- Continuouslymonitorperformance metrics and quality standards, driving continuous improvement initiatives as needed.
- Ensure compliance with company policies and procedures.
- Potential for travel up to40% in territory and 25% internationally.
WHO ARE YOU:
Basic Qualifications:
- 5+ years of experience in business development, strategic sales, or account management, with a strong preference for candidates who have excelled in hunter-oriented roles.
- 3+ years of experience working in a manufacturing or advanced technology businesswith data centers as the core customer.
- Proventrack recordof winning complex enterprise sales in a sales-led organization, including originating opportunities, shaping deals, and closing with Fortune 500clients.
- Demonstrated experience withthelargest data center operators in the world.
- 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.
- Bachelor degree in Business Administration, Engineering, Computer Science, or related field.
Preferred Qualifications:
- Preference for strong technical background, with experience in data center infrastructure, cooling systems, or related fields.
- Experience using CRM and ERP systems such as OracleNetsuite(preferred),SAP, Salesforce, orServiceNow.
Skills:
- Strategic hunter mindset with a demonstrated ability to open doors, build pursuit plans, navigate complex stakeholder environments, and win high-value business.
- Strong,organizationaland analytical skills; ability to work effectively under time constraints and deliver results by critical deadlines.
- Excellent leadershipand interpersonal skills, with the ability to inspire and motivate teams across all levels of the organization.
- Exceptional C-suite communication and executive presence, with a proven ability to influence decisions.
- High drive, resilience, and urgency, with the ability to adapt quickly, overcome obstacles, andmaintainmomentum in competitive sales cycles.
WHY COOLIT?
We strive to be an employer of choice and as such we believe in rewarding our employees with career and development opportunities that will maintain and strengthen our culture while aligning to our vision and values.
We are a company that is full of vibrant, innovative people who love what we do. Our comprehensive benefits package includes:
- 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 byCoolITand 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.
We thank every candidate in advance, however, only those selected for an interview will be contacted. Successful candidates for this position will be required to undergo background checks including criminal records check and education.
About CoolIT, An Ecolab Company
Founded in Calgary, Alberta in 2001, CoolIT Systems is the leading Direct Liquid Cooling technology provider for data centers, supercomputers, and desktop computers. We design and manufacture solutions used by the largest tech companies globally.
Recognized as one of “The Americas’ Fastest Growing Companies 2023” by Financial Times and honored with the Deloitte Fast 50 Clean Technology award in 2022, as well as the Deloitte Fast 500 distinction in both 2021 and 2022, CoolIT's rapid growth is capturing global attention.
As demand for generative AI, high performance computing and cloud solutions rapidly expands, there has never been a more exciting time to join our team.
Annual or Hourly Compensation Range:
142,000-170,500 Many factors are taken into consideration when determining compensation, such as experience, education, training, geography, etc. We comply with all minimum wage and overtime laws.
Benefits
Ecolab provides the following benefits: medical, dental, vision, life insurance, accident insurance, critical illness insurance, hospital indemnity insurance, auto insurance, home insurance, pet insurance, identity theft protection, short-term and long-term disability, 401k, pension plans, retirement health care benefits, short-term incentives, vacation (12 days), holidays, parental leave, employee stock purchase plans (Full-Time Associates), discount on day care services and caregiver services, adoption assistance, group legal services, employee assistance program, employee discount program, and education assistance program, on-Site childcare and fitness facilities may be available at select Ecolab locations. Click here for additional benefits information. If you are viewing this posting on a site other than our Ecolab Career website, view our benefits at .
Potential Customer Requirements Notice
To meet customer requirements and comply with local or state regulations, applicants for certain customer-facing roles may need to:
- Undergo additional background screens and/or drug/alcohol testing for customer credentialing.
Americans with Disabilities Act (ADA)
Ecolab will provide reasonable accommodation (such as a qualified sign language interpreter or other personal assistance) with our application process upon request as required to comply with applicable laws. If you have a disability and require accommodation assistance in this application process, please visit the Recruiting Support link in the footer of each page of our career website.
Originally posted on Himalayas