Colocation Account Manager

Black Box; Plano (TX); On-site; USD 120,000 - 160,000; Full time

Job summary

Black Box in Plano, TX seeks a seasoned Strategic Account Manager to lead growth with colocation providers and regional operators. Develop long-term account plans, build executive relationships, and manage opportunities from pursuit to contract award.

You will coordinate with estimating, operations, engineering, and finance to position Black Box as a trusted partner across campuses. Travel 30-40% is required as projects advance.

Qualifications

• 7+ years of sales or account management experience.
• Experience selling into 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%.

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.
• Identify opportunities for white space fit-outs, capacity expansions, tenant improvements, and infrastructure upgrades.
• 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 communication with client executives, project teams, general contractors, design consultants, and trade partners.
• Monitor market activity: new campus announcements, land acquisitions, developer activity, and GC pursuits.
• Identify emerging opportunities before projects reach procurement.
• Coordinate closely with estimating, operations, engineering, and finance.
• Ensure seamless transition from pursuit through project execution and support delivery while maintaining customer relationships.
• Lead customer strategy for major pursuits, coordinate proposal development and pricing strategy, participate in contract negotiations, and support executive client meetings.
• Maintain accurate customer information and opportunity tracking in Salesforce, update pipeline weekly, provide monthly forecast reports.

Skills

Sales experience

Account management

Data center sales

Executive relationships

Salesforce CRM

Communication & negotiation

Travel 30-40%

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

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.