Key Account Manager
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Key skills for this role
About the Role
CoolIT Systems is seeking a senior Key Account Manager to drive new business growth with hyperscale cloud service providers. The role involves hunting, penetrating, and winning strategic accounts, developing territory strategies, and leading contract negotiations.
Key Skills for This Role
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
- Understand client needs and competitive positioning to offer tailored solutions
- Act as the primary commercial lead for target accounts, driving outbound engagement and closing deals
- Consistently build, progress, and close a high quality pipeline meeting or exceeding targets
- Lead review and negotiation of customer contracts
- Develop and execute account penetration plans for double digit revenue growth
- Demonstrate technical expertise in data center operations and cooling solutions
- Collaborate internally with Operations to ensure successful project execution
- Maintain a sharp point of view on industry trends and competitor moves
- Provide market insights and voice of customer feedback to guide product development
- Monitor performance metrics and drive continuous improvement
- 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
- 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 with Fortune 50 clients
- Demonstrated experience with the big 5 Cloud Service Providers
- Strong commercial instincts with a bias for action
- Experience working in a fast paced, dynamic environment
Full Job Posting
About Coolit Systems Inc.
- Founded in Calgary, Alberta in 2001, CoolIT Systems is the leading Direct Liquid Cooling technology provider for data centers, supercomputers, and desktop computers.
- 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 demand for generative AI, high performance computing and cloud solutions rapidly expands, there has never been a more exciting time to join our team.
Role
- This is an exciting opportunity with CoolIT Systems as a Key Account Manager (hunter focused) for targeted cloud service provider / Hyperscaler customers.
- In this role, you will be expected to aggressively identify, pursue, and win strategic opportunities, expand wallet share, and convert high value prospects into long term customers.
- This position supports remote work from locations on the US west coast, with a preference for the Seattle or San Francisco Bay area.
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.
Basic Qualifications
- 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.
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 drive, resilience, and urgency, with the ability to adapt quickly, overcome obstacles, and maintain momentum 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.
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