Key Account Director

SM2 Consulting; Sydney; On-site; AUD 180,000 - 260,000; Full time

Job summary

SM2 Consulting is partnering with a leading global provider of critical power, cooling and infrastructure solutions to appoint a Key Account Director for its strategic data centre clients. You will own a portfolio across hyperscale, colocation and enterprise data centre customers, from first engagement through contract, project delivery, operations and after-sales.

This is a senior, full-lifecycle role where you’ll be the main point of accountability for the client and the person they call when

Qualifications

• 10+ years in sales or programme management within data centres or related capital equipment.
• Proven track record managing hyperscale, colocation or large enterprise data centre accounts.
• Strong commercial acumen with experience negotiating multi-million-dollar deals and framework agreements.
• Credibility with technical audiences; engineering background is highly regarded.

Responsibilities

• Own and grow revenue, margin and share of wallet across strategic data centre accounts.
• Build and execute account plans aligned to client capacity roadmaps and expansion programmes.
• Lead complex negotiations and long-term supply agreements with cross-functional teams.
• Develop relationships across client organisation from procurement to C-suite and drive escalations when needed.
• Run quarterly business reviews and maintain accurate forecasting and pipeline health.

Skills

Sales leadership

Key account management

Data centre experience

Commercial negotiations

Stakeholder leadership

Travel readiness

Education

Engineering degree

Job description

SM2 Consulting is partnering with a leading global provider of critical power, cooling and infrastructure solutions to appoint a Key Account Director for its strategic data centre clients.

This is a full-lifecycle role. You will own a portfolio of hyperscale, colocation and enterprise data centre customers from first engagement through contract, project delivery, operations and after-sales. You’ll be the senior point of accountability for the client, and the person they call when it matters most.

What you’ll be doing

• Own and grow revenue, margin and share of wallet across a portfolio of strategic data centre accounts
• Build and execute account plans aligned to client capacity roadmaps, new builds and expansion programmes
• Lead complex, multi-site and framework negotiations, including pricing, commercial terms and long-term supply agreements
• Develop relationships across the client organisation, from procurement and engineering to operations and C-suite

Operations & Delivery

• Act as the single point of accountability from order intake through manufacturing, logistics, installation, commissioning and handover
• Coordinate cross-functional teams (project management, engineering, supply chain, service) to deliver on time, on spec and on budget
• Track delivery against milestones and proactively manage risks to programme schedules
• Ensure service and maintenance contracts are aligned to client uptime and SLA requirements

Escalations & Client Advocacy

• Serve as the senior escalation point for commercial, technical and delivery issues
• Lead root-cause reviews and corrective action plans, and communicate transparently with client stakeholders
• Represent the voice of the customer internally, influencing product, supply and service priorities

Governance & Reporting

• Run Quarterly Business Reviews and executive-level account governance
• Maintain accurate forecasting, pipeline and account health reporting
• Identify upsell and cross-sell opportunities across the full product and service portfolio

What you’ll bring

• 10+ years in sales, key account or programme management within data centres, critical power, cooling, electrical infrastructure or related capital equipment
• Proven track record managing hyperscale, colocation or large enterprise data centre accounts
• Experience across the full customer lifecycle, from pursuit and contract through delivery and service
• Strong commercial acumen, with experience negotiating multi-million-dollar deals and framework agreements
• Credibility with technical audiences; an engineering degree or technical background is highly regarded
• Calm, decisive approach to escalations and the ability to lead without direct authority across matrixed teams
• Willingness to travel regionally as required

Why this role

• Front-line exposure to one of the fastest-growing sectors in the region, driven by AI and cloud capacity demand
• Ownership of marquee accounts with real influence on strategy and delivery
• A global organisation with strong investment in the APAC data centre market
• Attractive base salary, performance incentives and benefits