Colocation Account Manager

Black Box; Atlanta (GA); On-site; USD 120,000 - 180,000; Full time

Job summary

Black Box in Atlanta is seeking a seasoned Strategic Account Manager to lead account plans for colocation providers and regional operators, building executive relationships and growing wallet share across campuses.

You will manage pipeline in Salesforce, coordinate with Estimating, Operations, Engineering, and Finance, and guide pursuits from lead to contract, while ensuring top-tier client satisfaction and long-term partnerships.

Qualifications

• 7+ years of sales or account management experience.
• Experience selling into the data centre, 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%.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• Monitor market activity including: New campus announcements, Land acquisitions, Developer activity, General contractor pursuits, Competitive positioning.
• Identify emerging opportunities before projects reach procurement.
• Coordinate closely with Estimating, Operations, Engineering, Finance.
• Ensure seamless transition from pursuit through project execution.
• Support project teams throughout delivery while maintaining customer relationships.
• Lead customer strategy for major pursuits.
• Coordinate proposal development and pricing strategy.
• Participate in contract negotiations.
• Support presentations and executive-level client meetings.
• Maintain accurate customer information and opportunity tracking.
• Update pipeline weekly.
• Provide monthly forecast reports.
• Document customer meetings, action items, and strategic plans.

Skills

Sales & AM

Executive relationships

Salesforce CRM

Negotiation

Communication

Travel

Colocation data centre

Tools

Salesforce CRM

Job 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 centre, 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 centre providers.
• Knowledge of Division 27 structured cabling and low-voltage systems.
• Understanding of hyperscale and enterprise data centre construction.
• Experience of working with general contractors and mission-critical construction teams.
• Familiarity with data centre delivery methods, including Design-Build, EPC, and Fast Track construction.