Colocation Account Manager
Description
Key Responsibilities
Strategic Account Management - Develop and execute strategic account plans for assigned colocation providers and regional operators. - Build executive-level relationships with owners, developers, construction executives, and procurement teams. - Maintain regular engagement with decision-makers throughout all phases of the project lifecycle. - Position the company as a trusted long-term partner across multiple campuses and regions. Business Development & Revenue Growth - Generate new revenue opportunities within assigned colocation accounts. - Pursue negotiated opportunities for: - New campus developments - White space fit-outs - Capacity expansions - Tenant improvements - Infrastructure upgrades - Identify opportunities for repeat business across multiple geographic markets. - Develop strategies to increase wallet share within existing accounts. Pipeline Management - Build and maintain a healthy sales pipeline within Salesforce. - Manage opportunities from lead identification through contract award. - Develop annual account growth plans with measurable revenue objectives. - Maintain accurate forecasting and monthly revenue projections. Client Engagement - Serve as the primary point of contact for assigned customers. - Conduct regular executive business reviews. - Maintain consistent communication with: - Client executives - Project teams - General contractors - Design consultants - Trade partners - Quickly resolve customer concerns while maintaining strong relationships. Market Intelligence - Monitor market activity including: - New campus announcements - Land acquisitions - Developer activity - General contractor pursuits - Competitive positioning - Identify emerging opportunities before projects reach procurement. Cross-Functional Leadership - Coordinate closely with: - Estimating - Operations - Engineering - Finance - Project Management - Ensure seamless transition from pursuit through project execution. - Support project teams throughout delivery while maintaining customer relationships. Proposal Development - Lead customer strategy for major pursuits. - Coordinate proposal development and pricing strategy. - Participate in contract negotiations. - Support presentations and executive-level client meetings. Salesforce & Reporting - Maintain accurate customer information and opportunity tracking. - Update pipeline weekly. - Provide monthly forecast reports. - Document customer meetings, action items, and strategic plans.
Qualifications
Required - 7+ years of sales or account management experience. - Experience selling into the data center, mission-critical, construction, electrical, or technology infrastructure industries. - Proven success managing large strategic accounts. - Strong executive relationship management skills. - Demonstrated ability to develop long-term customer partnerships. - Experience with Salesforce CRM. - Excellent communication, presentation, and negotiation skills. - Willingness to travel approximately 30–40%. Preferred - Experience with colocation data center providers. - Knowledge of Division 27 structured cabling and low-voltage systems. - Understanding of hyperscale and enterprise data center construction. - Experience of working with general contractors and mission-critical construction teams. - Familiarity with data center delivery methods, including Design-Build, EPC, and Fast Track construction.