Colocation Business Development Manager

Black Box; Plano (TX); On-site; USD 120,000 - 180,000; Full time

Job summary

Black Box in Plano, Texas seeks a Senior Strategic Account Manager to own high-value colocation client relationships, drive revenue growth, and lead multi-disciplinary project teams.

You will develop account plans, pursue new campus developments and capacity upgrades, manage Salesforce forecasts, and present executive reviews to clients.

Qualifications

• 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%.

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 campus developments, capacity expansions, tenant improvements, and infrastructure upgrades.
• Build and maintain a healthy Salesforce pipeline and forecast.
• Lead customer strategy for major pursuits and participate in contract negotiations.
• Coordinate proposal development and pricing strategy and support executive client meetings.
• Maintain accurate customer information and track opportunities, updating pipeline weekly.

Skills

Sales & Account Mgmt

Data center industry

Executive relationships

Long-term partnerships

Negotiation & communication

Travel readiness

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

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.