Director, Strategic Accounts

Bloom Energy; San Jose (CA); On-site; USD 180,000 - 230,000; Full time

Job summary

Bloom Energy seeks a Director to lead strategic relationships with data center integrators and global partners, driving integrated AI data center solutions. You will map accounts, lead joint engineering efforts, and establish go-to-market programs to accelerate Bloom adoption.

The role requires deep experience in strategic account management, executive networking, and cross-functional leadership across engineering, product, and sales. Travel is expected as needed to manage global programs.

Qualifications

• 10+ years in strategic account management, enterprise sales, or related roles.
• Proven success building senior executive relationships within large, complex organizations.
• Ability to identify opportunities before formal procurement begins.
• Strong strategic-account planning, stakeholder mapping, and cross-functional leadership.
• Ability to translate technical concepts into clear business and financial value.
• Willingness and ability to travel as required.
• Experience with data center integrators, critical infrastructure providers, electrical-equipment companies, cooling providers, or modular data center suppliers.

Responsibilities

• Develop and lead global strategic account plans for assigned integrator accounts.
• Establish relationships with leaders responsible for data centers, AI infrastructure, electrical systems, cooling, and modular data center solutions.
• Map each account organization, solution portfolio, customer relationships, channel model, and regional capabilities.
• Identify how Bloom power architectures integrate with distribution, cooling, controls, and modular data center solutions.
• Coordinate joint engineering studies and solution-development activities.
• Define interfaces, roles, and requirements for integrated solutions.
• Develop repeatable configurations to reduce engineering time and deployment complexity.
• Develop joint reference designs and deployment frameworks for AI data centers.
• Support inclusion of Bloom in integrator design libraries and customer portfolios.
• Develop guidance for site planning, electrical integration, controls, installation, commissioning, and service.
• Develop joint value propositions and co-selling motions with integrators.
• Coordinate partner enablement, training, marketing, events, and customer workshops.
• Identify qualified opportunities through integrator relationships and field teams.
• Route opportunities to Bloom customer-account teams and assist in qualification and proposals.

Skills

Strategic account management

Enterprise sales

Executive relationship building

Cross-functional leadership

Opportunity development

Stakeholder mapping

Translate technical concepts to value

Travel willingness

Proposal development

Data center power knowledge

Education

Bachelor's degree in engineering, business, energy, or related field

MBA or advanced technical degree preferred

Job description

Director, Strategic Accounts, Data Center Integrators

Bloom Energy is seeking a Director, Strategic Accounts, Data Center Integrators to develop strategic relationships with organizations that design, integrate, engineer, package, and deploy critical infrastructure for AI data centers. The target segment includes global providers of electrical distribution, cooling, controls, modular systems, and integrated data center solutions.

This role will position Bloom as a preferred power component within integrated AI data center solutions and repeatable deployment architectures.

The successful candidate will make Bloom easier to specify, integrate, commercialize, and deploy by developing reference solutions, joint engineering processes, field-engagement models, and go-to-market programs.

Strategic Integrator Account Leadership

• Develop and lead global strategic account plans for assigned integrator accounts.
• Establish relationships with leaders responsible for data centers, AI infrastructure, electrical systems, cooling, modular solutions, engineering, product management, sales, and strategic partnerships.
• Map each account organization, solution portfolio, customer relationships, channel model, and regional capabilities.

Solution Integration

• Identify how Bloom power architectures integrate with electrical distribution, cooling, controls, modular data center, and critical infrastructure solutions.
• Coordinate joint engineering studies and solution-development activities.
• Define interfaces, roles, responsibilities, and technical requirements for integrated solutions.
• Develop repeatable configurations that reduce engineering time and deployment complexity.

Reference Designs and Deployment Standards

• Develop joint reference designs and deployment frameworks for AI data centers.
• Establish repeatable specifications, design guidance, engineering packages, and implementation models.
• Support inclusion of Bloom within integrator design libraries, standard offerings, and customer-solution portfolios.
• Develop guidance for site planning, electrical integration, controls, installation, commissioning, and service.

Partner Go-to-Market Development

• Develop joint value propositions focused on AI infrastructure deployment.
• Establish co-selling and account-mapping motions with assigned integrators.
• Identify priority customer segments and projects where integrated solutions provide differentiated value.
• Coordinate partner enablement, training, marketing, events, and customer workshops.

Opportunity Development and Internal Coordination

• Identify qualified opportunities through integrator relationships and field organizations.
• Route opportunities to the appropriate Bloom customer-account team.
• Support technical qualification, solution positioning, partner coordination, and proposal development.
• Coordinate with Bloom AI Developer, AI Platform, customer-account, product, engineering, finance, legal, and execution teams.

Required Qualifications

• 10 or more years of strategic account management, enterprise sales, business development, infrastructure sales, alliance management, or technology partnership experience.
• Demonstrated success developing senior executive relationships within large, complex organizations.
• Proven ability to identify and develop opportunities before formal procurement begins.
• Strong strategic-account planning, stakeholder mapping, executive communication, and cross-functional leadership capabilities.
• Ability to translate technical and infrastructure concepts into clear business and financial value.
• Willingness and ability to travel as required.
• Experience with data center integrators, critical infrastructure providers, electrical-equipment companies, cooling providers, engineering firms, or modular data center suppliers.
• Strong understanding of data center power distribution, cooling, controls, modular infrastructure, and deployment practices.
• Experience creating joint solutions, reference designs, partner programs, or co-selling motions.

Preferred Qualifications

• Relationships within global critical-infrastructure, cooling, electrical, or modular data center solution providers.
• Experience with modular data centers, electrical distribution, UPS systems, thermal management, switchgear, controls, or critical power.
• Familiarity with AI data center architecture and high-density deployment requirements.
• Experience with onsite generation, microgrids, distributed energy, or fuel-cell systems.
• Bachelor degree in engineering, business, energy, or related field; MBA or advanced technical degree preferred.