Director, Strategic Accounts - Hyperscale

States Manufacturing Corporation; Columbus (OH); On-site; USD 180,000 - 260,000; Full time

Job summary

Forgent Power seeks a Director of Strategic Accounts to lead commercial relationships with its largest hyperscale and data center customers. You will own the full account strategy from opportunity identification to contract negotiation and multi-site growth, coordinating cross-functional deal teams.

The ideal candidate will have deep hyperscale data center power knowledge, a track record in multi-year enterprise agreements, and strong executive-level communication skills. Expect 30–50% travel.

Qualifications

• Bachelor's degree or equivalent professional experience in a related field.
• 10+ years in strategic account management, enterprise sales, or business development, including 5+ years with hyperscale/data center customers.
• Proven track record managing multi-year, multi-million-dollar accounts and leading cross-functional deal teams.
• Strong understanding of hyperscale data center operations, power infrastructure, and capacity planning cycles.

Responsibilities

• Own and execute the strategic account plan for a portfolio of hyperscale customers, driving revenue growth and long-term value.
• Identify, qualify, and win new hyperscale opportunities, partnering with engineering and product teams to shape solutions.
• Build and maintain trusted relationships with customer executives and technical stakeholders.
• Lead negotiation of complex, high-value master agreements and long-term power arrangements in line with company standards.
• Coordinate internal deal teams across engineering, legal, finance, operations, and leadership to close large, technical transactions.
• Monitor market trends and competitor positioning to inform go-to-market strategy and opportunities.
• Maintain accurate pipeline and revenue forecasts; present plans and results to senior leadership.

Skills

Strategic account management

Enterprise sales

Negotiation

Executive communication

Cross-functional leadership

Forecasting

Travel willingness

Education

Bachelor's degree in Business/Engineering/related field

Tools

Salesforce

Job description

Description

The Director of Strategic Accounts leads Forgent Power's commercial relationships with the company's largest and most complex hyperscale and data center customers. This role owns the full account strategy – from opportunity identification and technical/commercial solutioning through contract negotiation and long-term account growth – for a portfolio of hyperscale operators and colocation providers. The ideal candidate combines deep knowledge of hyperscale data center power and infrastructure requirements with proven success managing multi-year, multi-site enterprise agreements and cross-functional deal teams.

Key Responsibilities:

• Account Strategy & Growth: Own and execute the strategic account plan for a portfolio of hyperscale customers, driving revenue growth, wallet share expansion, and long-term partnership value.
• New Business Development: Identify, qualify, and win new hyperscale opportunities, partnering with engineering and product teams to shape solutions that meet demanding uptime, capacity, and sustainability requirements.
• Executive Relationship Management: Build and maintain trusted relationships with customer executives, procurement leaders, and technical stakeholders (site selection, capacity planning, energy procurement, and sustainability teams).
• Commercial Negotiation: Lead negotiation of complex, high-value master agreements, power purchase arrangements, and site-specific contracts, ensuring alignment with Forgent Power's commercial and risk standards.
• Cross-Functional Deal Leadership: Coordinate internal deal teams spanning engineering, legal, finance, operations, and executive leadership to structure and close large, technically complex transactions.
• Market & Competitive Intelligence: Track hyperscale industry trends, competitor positioning, and customer expansion roadmaps to proactively surface opportunities and inform Forgent Power's go-to-market strategy.
• Forecasting & Reporting: Maintain accurate pipeline, revenue forecasts, and account health reporting; present account plans and results to senior leadership and the executive team.

Qualifications:

• Bachelor's degree in Business, Engineering, or a related field, or equivalent professional experience.
• 10+ years of experience in strategic account management, enterprise sales, or business development, including 5+ years focused on hyperscale, data center, or large-scale energy/infrastructure customers.
• Demonstrated track record of managing and growing multi-million dollar, multi-year enterprise accounts.
• Strong understanding of hyperscale data center operations, power infrastructure, and capacity planning cycles.
• Experience leading complex commercial negotiations, including master service agreements and long-term supply or power arrangements.
• Exceptional executive presence and communication skills, with experience presenting to C-suite stakeholders internally and externally.
• Ability to lead cross-functional teams without direct authority in a fast-paced, matrixed environment.
• Willingness and ability to travel 30–50% of the time.

Preferred Qualifications:

• Existing relationships with procurement, energy, or infrastructure leaders at major hyperscale operators or colocation providers.
• Experience in the power generation, utility, or energy infrastructure industry.
• Familiarity with power purchase agreements (PPAs), behind-the-meter power solutions, or on-site generation models.
• Experience using CRM and forecasting tools (e.g., Salesforce) to manage complex, long-cycle pipelines.

Disclaimer:

The statements above are intended to describe the general nature and level of work being performed. They are not an exhaustive list of all responsibilities, duties, or skills required. Forgent Power reserves the right to modify, interpret, or apply this job description as needed.

Equal Employment Opportunity Statement:

Forgent Power is an equal opportunity employer. We are committed to creating an inclusive environment for all employees. Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected class.