Data Centres - Strategic Accounts Director

Tate; Singapore; On-site; SGD 90,000 - 150,000; Full time

Job summary

Tate is seeking a seasoned sales professional in Singapore to drive growth and profitability for cloud-based and major customers, expanding market share and maximizing revenue from existing accounts.

You will cultivate relationships with key clients, deliver a comprehensive value proposition, and collaborate with global teams to meet sales targets while exploring new opportunities in the data centre space.

Qualifications

• Extensive experience in senior sales or technical role, preferably within the Data Centre industry.
• Proven track record of exceeding targets and driving business growth through innovative solutions.
• Excellent communication, negotiation, and interpersonal skills, with the ability to effectively engage with stakeholders at all levels.
• Experience working across different business functions and geographical locations.
• Proven ability to develop and execute strategic sales plans, including market segmentation, account targeting, and pipeline management.

Responsibilities

• Develop and execute a customer focused commercial plan to drive relationship growth and customer success across new and existing customer accounts.
• Contribute to the overall financial goals of the organisation by attaining identified sales targets and driving revenue growth opportunity.
• Engage proactively with key customers to understand their unique needs and challenges with the goal of ensuring high levels of customer satisfaction and maintaining strong and long-lasting relationships.
• Set-up direct purchasing agreements, master service agreements and commercial terms in-line with Tate’s business needs.
• Enhance the company’s visibility and reputation in the sector by communicating the unique value and benefits of the company’s products and services to existing and potential customers.
• Collaborate closely with internal cross-functional teams (locally and globally), including Commercial, Engineering, Marketing, and Product Development, to ensure alignment and support in achieving sales objectives.
• Lead the negotiation of contracts and agreements with key customers, in coordination with regional sales directors, ensuring favorable terms and conditions for both parties.
• Execute strategies that drive revenue growth within key client accounts by delivering a quality and profitable service to existing customers as well as identifying new business opportunities to deliver revenues.
• Participate in industry events, trade shows and relevant networking opportunities to promote the company and its products and services.
• Stay abreast of industry trends, market dynamics, and competitive landscape to identify new opportunities, mitigate potential threats and identify potential new markets.
• Provide detailed monthly updates on key clients with regards to development and identification of pipeline opportunities, strategic sales & market initiative, relationship development with key decision makers and identification of market trends.

Skills

Senior sales experience

Data Centre infrastructure knowledge

Relationship management

Cross-functional collaboration

Negotiation skills

Education

Bachelor’s degree in business or engineering with business development/key account focus

Job description

At Tate we are passionate about everything we do. Tate has been recognized as a global leader in the development and manufacturing of data centre infrastructure solutions, for over 60 years. We have expanded our manufacturing footprint across the US, Europe, Canada, and Australia and are excited to have adding new facilities in Asia later this year. As a key member of the Kingspan Data & Flooring Division, the business is responsible for delivering €1.65 billion in global annual revenue. We have ambitious plans for growth with much of that growth expected specifically through our Cloud-based customers in the Data Centre space.

Our experienced team is expanding, and we are excited about our fresh, dynamic, and inclusive team of experts working collaboratively on projects, as we continue to stay ahead of the data centre revolution. We continue to invest heavily in the best available manufacturing tools capability needed to adhere to Tate’s world class standards and our business remains committed to developing lower carbon, sustainable solutions, in keeping with our 10-year Planet Passionate sustainability strategy. In addition, our People Passionate Strategy focusses on developing our inclusive culture to enable our people to do their best work together as well as to grow and transform themselves and the built environment sustainably, underpinned by ethics and integrity.

About the Role:

Responsible for driving the growth and profitability of our cloud-based and major customers by expanding market share and maximising revenue from existing accounts. This requires cultivating and nurturing relationships with key clients, understanding their needs, meeting and exceeding their expectations while maintaining a strong focus on customer experience. Key to driving this growth and profitability is the delivery of a comprehensive value proposition and new innovative solutions to enhance client satisfaction.

Key Responsibilities:

• Develop and execute a customer focused commercial plan to drive relationship growth and customer success across new and existing customer accounts.
• Contribute to the overall financial goals of the organisation by attaining identified sales targets and driving revenue growth opportunity.
• Engage proactively with key customers to understand their unique needs and challenges with the goal of ensuring high levels of customer satisfaction and maintaining strong and long-lasting relationships.
• Set-up direct purchasing agreements, master service agreements and commercial terms in-line with Tate’s business needs.
• Enhance the company’s visibility and reputation in the sector by communicating the unique value and benefits of the company’s products and services to existing and potential customers.
• Collaborate closely with internal cross-functional teams (locally and globally), including Commercial, Engineering, Marketing, and Product Development, to ensure alignment and support in achieving sales objectives.
• Lead the negotiation of contracts and agreements with key customers, in coordination with regional sales directors, ensuring favorable terms and conditions for both parties.
• Execute strategies that drive revenue growth within key client accounts by delivering a quality and profitable service to existing customers as well as identifying new business opportunities to deliver revenues.
• Participate in industry events, trade shows and relevant networking opportunities to promote the company and its products and services.
• Stay abreast of industry trends, market dynamics, and competitive landscape to identify new opportunities, mitigate potential threats and identify potential new markets.
• Provide detailed monthly updates on key clients with regards to development and identification of pipeline opportunities, strategic sales & market initiative, relationship development with key decision makers and identification of market trends.

Qualifications:

• A bachelor’s degree in business or engineering within the mechanical & electrical field- with business development/key account focus
• Strong technical background and understanding of Data Centre infrastructure and construction methods are a distinct advantage.
• Extensive experience in senior sales or technical role, preferably within the Data Centre industry.
• A proven track record of exceeding targets and driving business growth through innovative solutions.
• Excellent communication, negotiation, and interpersonal skills, with the ability to effectively engage with stakeholders at all levels.
• Experience working across different business functions and geographical locations.
• Proven ability to develop and execute strategic sales plans, including market segmentation, account targeting, and pipeline management.
• Willingness to travel frequently within APAC to meet with clients and attend industry events, in addition to flexibility working within varying time zones.