关键客户经理 - 美国
Key Account Manager - USA
你将负责：
这是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供应商，作为关键客户经理，负责指定客户和组件或数据中心领域的新增客户。在此职位上，你将被期望积极识别、追求并赢得新的收购目标的战略机会，同时扩大与现有长期客户的市场份额。加入我们快速发展的组织，通过推动新业务增长和加速市场渗透，在数据中心行业产生影响。
此职位支持美国境内的远程办公。
职责
- 负责制定并执行以猎取、渗透和赢得指定液冷技术收购目标为重点的区域和客户战略。
- 理解现有客户需求及我们的竞争定位、挑战和目标，为他们的冷却需求提供定制化解决方案，以促进销售增长。
- 作为指定或目标客户的首要商业负责人，推动外部接触，早期发现机会，评估需求，并推动潜在客户通过销售周期完成交易。
- 持续建立、推进并完成高质量的销售管道，达到或超过CoolIT的项目管道、预订和预测目标。
- 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、竞争性替代和相邻机会拓展实现双位数的收入增长。
- 展示在数据中心冷却解决方案方面的专业知识。
- 与运营部门内部协作，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、空白机会和客户购买触发点保持敏锐的洞察力，以指导追逐策略。
- 提供市场洞察和客户反馈，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流程。
- 可能需要在区域内出差最多35%，国际出差最多10%。
谁适合这个职位：
基本要求：
- 7年以上商务拓展、战略销售或客户管理经验
查看英文原文
WHAT YOU’LL DO:
This is an exciting opportunity with CoolIT Systems, the leading provider of scalable liquid cooling technology, as a Key Account Manager for named accounts and new acquisitions in the component or data center space. In this role, you will be expected to aggressively identify, pursue, and win strategic opportunities with new acquisition targets as well as expand wallet share with existing long-term customers. Join our rapidly growing organization and make an impact in the data center industry by driving new business growth and accelerating market penetration.
This position supports remote work from locations in the US.
Responsibilities
- Own the development and execution of a territory and account strategy focused on hunting, penetrating, and winning named liquid cooling acquisitions prospects in the segment.
- Understand existing 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 named or 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 expertise in data center 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 travel up to 35% in territory and 10% internationally.
WHO YOU ARE:
Basic Qualifications:
- 7+ 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 business with data centers as the core customer.
- Proven track record of winning complex enterprise sales in a sales-led organization, including originating opportunities, shaping deals, and closing with Fortune 500 clients.
- Demonstrated experience with the largest 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 Oracle Netsuite (preferred), SAP, Salesforce, or ServiceNow.
Skills:
- Strategic hunter mindset with a demonstrated ability to open doors, build pursuit plans, navigate complex stakeholder environments, and win high-value business.
- Strong, organizational and analytical skills; ability to work effectively under time constraints and deliver results by critical deadlines.
- Excellent leadership and 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 customer empathy, with the ability to provide the best outcomes to the
- customer while balancing operational considerations.
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 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.
We thank every candidate in advance, however, only those selected for an interview will be contacted. Please note, immigration sponsorship is not available for this role.
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