Key Account Manager

Ecolab; San Francisco (CA); On-site; USD 167,000 - 201,000; Full time

Job summary

CoolIT Systems, an Ecolab company, seeks a high-impact Key Account Manager (hunter focused) to lead hyperscale cloud conversations and close strategic opportunities. You will own territory strategy, build a robust pipeline, and negotiate contracts with top-tier clients, collaborating with Operations to ensure flawless delivery.

Travel up to 40% domestically and up to 25% internationally is expected. You will drive growth by expanding wallet share, converting high-value prospects, and maintaining

Qualifications

• Hunter-oriented track record in winning complex enterprise deals
• Experience with Fortune 50 clients and big tech/cloud providers
• Bachelor level degree in Business, Engineering or CS
• Strong commercial instincts with action bias and accountability

Responsibilities

• Develop and execute territory and account strategy focusing on 1–3 named hyperscale customers.
• Understand client needs and competitive positioning to tailor cooling solutions.
• Lead primary commercial engagements, qualify demand, and drive deals through the sales cycle to close.
• Build and manage a high-quality pipeline meeting targets for bookings and forecast.
• Lead contract negotiation and coordinate inputs from stakeholders to drive contract execution.
• Penetrate accounts and expand into adjacent opportunities for double-digit growth.
• Demonstrate technical knowledge of data center operations and cooling systems.
• Collaborate with Operations to ensure delivery and implementation success.
• Provide market insights and customer feedback to guide product development.

Skills

Hunter mindset

Strategic sales

Account management

Forecasting & pipeline

Education

Bachelor's degree in Business/Admin, Engineering, CS

Tools

Oracle Netsuite

SAP

Salesforce

ServiceNow

Job description

WHAT YOU’LL DO:

This is an exciting opportunity with CoolIT Systems, the leading provider of scalable liquid cooling technology, as a Key Account Manager (hunter focused) for targeted cloud service provider/Hyperscaler customers. In this role, you will be expected to aggressively identify, pursue, and win strategic opportunities, expand wallet share, and convert high-value prospects into long-term customers. Join our rapidly growing organization and make an impact in the data center industry by driving new business growth and accelerating market penetration.

Additional Job Description

This is an exciting opportunity with CoolIT Systems, the leading provider of scalable liquid cooling technology, as a Key Account Manager (hunter focused) for targeted cloud service provider/Hyperscaler customers. In this role, you will be expected to aggressively identify, pursue, and win strategic opportunities, expand wallet share, and convert high-value prospects into long-term customers. Join our rapidly growing organization and make an impact in the data center industry by driving new business growth and accelerating market penetration.

RESPONSIBILITIES:

• Own the development and execution of a territory and account strategy focused on hunting, penetrating, and winning 1-3 named hyperscale liquid cooling customers or prospects.
• Understand client needs and our competitive positioning, challenges, and goals to offer tailored solutions for their cooling requirements to enable growth in sales.
• Act as the primary commercial lead for target accounts, driving outbound engagement, uncovering opportunities early, qualifying demand, and advancing prospects through the sales cycle to close.
• Consistently build, progress, and close a high-quality pipeline that meets or exceeds CoolIT's program pipeline, bookings, and forecast targets.
• Lead review and negotiation of customer contracts and manage inputs from stakeholders to drive execution of contracts.
• Develop and execute account penetration plans that create double-digit revenue growth through new program wins, competitive displacement, and expansion into adjacent opportunities.
• Demonstrate technical expertise in data center operations and cooling solutions.
• Collaborate internally with Operations to ensure successful project execution from initial discussions to delivery and implementation.
• Maintain a sharp point of view on industry trends, competitor moves, whitespace opportunities, and customer buying triggers to inform pursuit strategy.
• Provide market insights and voice of customer feedback to guide product development and innovation.
• Continuously monitor performance metrics and quality standards, driving continuous improvement initiatives as needed.
• Ensure compliance with company policies and procedures.
• Potential for travel up to 40% domestically and up to 25% internationally.

WHO YOU ARE:

Basic Qualifications:

• 8+ years of experience in business development, strategic sales, or account management, with a strong preference for candidates who have excelled in hunter-oriented roles.
• 4+ years of experience working in a manufacturing or advanced technology business.
• Bachelor degree in Business Administration, Engineering, Computer Science, or related field.
• Proven track record of winning complex enterprise sales in a sales-led organization, including originating opportunities, shaping deals, and closing with Fortune 50 clients.
• Demonstrated experience with the big 5 Cloud Service Providers.
• Strong commercial instincts with a bias for action, persistence, and accountability in pursuing revenue and customer outcomes.
• Experience working in a fast-paced, dynamic environment.
• Legally authorized to work in (Country) without company sponsorship.

Preferred Qualifications:

• Preference for strong technical background, with experience in data center infrastructure, cooling systems, or related fields.
• Experience using CRM and ERP systems such as Oracle Netsuite (preferred), SAP, Salesforce, or ServiceNow.

Skills:

• Strategic hunter mindset with a demonstrated ability to open doors, build pursuit plans, navigate complex stakeholder environments, and win high-value business.
• Strong organizational and analytical skills; ability to work effectively under time constraints and deliver results by critical deadlines.
• Excellent leadership and interpersonal skills, with the ability to inspire and motivate teams across all levels of the organization.
• High drive, resilience, and urgency, with the ability to adapt quickly, overcome obstacles, and maintain momentum in competitive sales cycles.

WHY COOLIT?

We strive to be an employer of choice and as such we believe in rewarding our employees with career and development opportunities that will maintain and strengthen our culture while aligning to our vision and values.

We Are a Company That Is Full Of Vibrant, Innovative People Who Love What We Do. Our Comprehensive Benefits Package Includes:

• Vacation and flex days, and paid company-wide shutdown during the holiday season.
• Comprehensive benefits including Dental, Drugs, Optical, Paramedical and Health Spending. These costs are covered by CoolIT and are enacted from your first day.
• Dress for your day – in a casual yet professional environment.
• Retention rewards like “The Big Coffee Break” that reward tenure with additional vacation time and a monetary bonus.
• Company-funded RRSP contributions to support your long-term financial goals.

We thank every candidate in advance, however, only those selected for an interview will be contacted. Successful candidates for this position will be required to undergo background checks including criminal records check and education.

About CoolIT, An Ecolab Company

Founded in Calgary, Alberta in 2001, CoolIT Systems is the leading Direct Liquid Cooling technology provider for data centers, supercomputers, and desktop computers. We design and manufacture solutions used by the largest tech companies globally.

Recognized as one of “The Americas’ Fastest Growing Companies 2023” by Financial Times and honored with the Deloitte Fast 50 Clean Technology award in 2022, as well as the Deloitte Fast 500 distinction in both 2021 and 2022, CoolIT's rapid growth is capturing global attention.

As demand for generative AI, high performance computing and cloud solutions rapidly expands, there has never been a more exciting time to join our team.

Annual Or Hourly Compensation Range:

$167,000 - $200,800 Many factors are taken into consideration when determining compensation, such as experience, education, training, geography, etc. We comply with all minimum wage and overtime laws.

Benefits

• medical
• dental
• vision
• life insurance
• accident insurance
• critical illness insurance
• hospital indemnity insurance
• auto insurance
• home insurance
• pet insurance
• identity theft protection
• short-term and long-term disability
• 401k
• pension plans
• retirement health care benefits
• short-term incentives
• vacation (12 days)
• holidays
• parental leave
• employee stock purchase plans (Full-Time Associates)
• discount on day care services and caregiver services
• adoption assistance
• group legal services
• employee assistance program
• employee discount program
• education assistance program
• on-Site childcare and fitness facilities may be available at select Ecolab locations.

Click herefor additional benefits information.

If you are viewing this posting on a site other than our Ecolab Career website, view our benefits at jobs.ecolab.com/working-here.

Potential Customer Requirements Notice

• Undergo additional background screens and/or drug/alcohol testing for customer credentialing.

Americans With Disabilities Act (ADA)

Ecolab will provide reasonable accommodation (such as a qualified sign language interpreter or other personal assistance) with our application process upon request as required to comply with applicable laws. If you have a disability and require accommodation assistance in this application process, please visit the Recruiting Support link in the footer of each page of our career website.

Our Commitment to a Culture of Inclusion & Belonging

At Ecolab, we believe the best teams are inclusive. We are on a journey to create a workplace where every associate can grow and achieve their best. We are committed to fair and equal treatment of associates and applicants and recruit, hire, promote, transfer and provide opportunities for advancement based on individual qualifications and job performance. In all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement, we will not discriminate against any associate or applicant for employment because of race, religion, color, creed, national origin, citizenship status, sex, sexual orientation, gender identity and expressions, genetic information, marital status, age, disability, or status as a covered veteran.

In addition, we are committed to furthering the principles of Equal Employment Opportunity (EEO) through affirmative action (AA).

We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the San Francisco Fair Chance Ordinance, and the New York City Fair Chance Act.