Key Account Manager

Sotalent; Texas; Remote; USD 142,000 - 171,000; Full time

Benefits offered by this job

Medical insurance

Life insurance

Disability insurance

401(k) plan

Paid time off

Professional development

Employee assistance program

Remote work flexibility

Job summary

Sotalent in Austin, Texas is seeking an experienced Key Account Manager – Data Center Cooling Solutions to drive strategic sales across data center operators and HPC customers. Lead complex enterprise deals, build executive relationships, and align cooling technologies with customer priorities.

This remote role requires territory planning, pipeline management, and cross-functional collaboration with operations and engineering to ensure successful delivery.

Qualifications

• 7+ years in business development, strategic sales, or key account management.
• 3+ years in manufacturing or advanced technology serving data center customers.
• Experience with Fortune 500 organisations or similarly complex enterprise customers.

Responsibilities

• Develop and execute territory and key account strategies to acquire new customers and grow revenue.
• Identify, pursue, and close high-value opportunities in data center infrastructure and liquid cooling markets.
• Build relationships with enterprise customers, hyperscale data center operators, and strategic partners.
• Lead outbound sales, qualification of opportunities, and complex enterprise negotiations.
• Maintain a strong sales pipeline and drive revenue, bookings, and forecasting targets.
• Collaborate with technical and operations teams to ensure customer requirements are met.

Skills

Enterprise sales

Strategic account mgmt

New business development

Negotiation

Stakeholder management

Relationship building

Market intelligence

Forecasting

Education

Bachelor’s degree in Business, Engineering, CS, or related

Tools

Salesforce

SAP

Oracle NetSuite

ServiceNow

Job description

Key Account Manager – Data Center Cooling Solutions

Location: Austin, Texas, United States

Work Arrangement: Remote | Full-Time

Industry: Data Centers | Advanced Technology | Manufacturing | IT Infrastructure

Salary: $142,000 – $170,500 per year

Travel: Up to 35% domestic and 10% international

About the Role

An opportunity is available for an experienced Key Account Manager – Data Center Cooling Solutions to drive strategic sales, business development, and enterprise account growth within the rapidly expanding data center infrastructure and direct liquid cooling technology sector.

This remote position focuses on acquiring new enterprise customers, expanding existing strategic accounts, and identifying high-value commercial opportunities across data centers, high-performance computing (HPC), cloud infrastructure, and advanced cooling technologies.

The role requires a strong background in enterprise sales, strategic account management, new business development, and data center technology, with a proven ability to secure complex deals with major data center operators and Fortune 500 organisations.

Key Responsibilities

Strategic Sales & Business Development

• Develop and execute territory and key account strategies focused on new customer acquisition, market penetration, and revenue growth.
• Identify, pursue, and secure high-value business opportunities within the data center infrastructure and liquid cooling markets.
• Build relationships with enterprise customers, hyperscale data center operators, technology manufacturers, and strategic partners.
• Lead outbound sales initiatives, prospect qualification, opportunity development, and complex enterprise sales negotiations.
• Develop account penetration strategies to increase market share, expand existing customer relationships, and generate double-digit revenue growth.
• Identify competitive displacement opportunities and opportunities to expand into adjacent markets.
• Maintain a strong sales pipeline and consistently work towards revenue, bookings, and forecasting targets.

Key Account Management & Customer Relationships

• Serve as the primary commercial contact for assigned strategic accounts and prospective enterprise customers.
• Develop a thorough understanding of customer infrastructure requirements, cooling challenges, operational priorities, and technology strategies.
• Present tailored cooling solutions aligned with customer requirements and commercial objectives.
• Build and maintain relationships with senior executives, technical decision-makers, procurement teams, and C-suite stakeholders.
• Lead commercial discussions, contract negotiations, and the execution of customer agreements.
• Identify opportunities to increase account revenue through new programmes, product adoption, and long-term partnerships.
• Demonstrate knowledge of direct liquid cooling, data center infrastructure, and high-performance computing environments.
• Monitor industry trends across AI infrastructure, hyperscale data centers, cloud computing, and advanced cooling technologies.
• Analyse competitor activity, market opportunities, and customer purchasing trends to inform sales strategies.
• Provide market intelligence and customer feedback to support product development and innovation.
• Collaborate with technical and operational teams to ensure solutions meet customer requirements.

Sales Operations & Cross-Functional Collaboration

• Coordinate with Operations, Engineering, and other internal teams to support successful project delivery and implementation.
• Maintain accurate sales forecasts, account plans, pipeline reporting, and commercial performance metrics.
• Manage multiple complex sales opportunities while meeting critical deadlines.
• Monitor customer satisfaction, performance standards, and opportunities for continuous improvement.
• Support compliance with relevant business processes, contractual requirements, and operational standards.

Minimum Qualifications

• 7+ years of experience in business development, strategic sales, enterprise sales, or key account management.
• 3+ years of experience within manufacturing or advanced technology businesses serving data center customers.
• Proven track record of originating, developing, negotiating, and closing complex enterprise sales opportunities.
• Demonstrated experience working with major global data center operators.
• Experience securing high-value business with Fortune 500 organisations or similarly complex enterprise customers.
• Strong commercial acumen, negotiation skills, and ability to develop and execute strategic account plans.
• Experience operating in fast-paced, competitive, and growth-oriented business environments.
• Ability to manage complex stakeholder relationships and deliver measurable revenue growth.

Preferred Qualifications

• Bachelor's degree in Business Administration, Engineering, Computer Science, or a related discipline.
• Strong technical understanding of data center infrastructure, direct liquid cooling, thermal management, or advanced cooling systems.
• Experience selling technical solutions to hyperscale data centers, cloud infrastructure providers, or high-performance computing organisations.
• Proven success in new business acquisition and hunter-focused enterprise sales roles.
• Experience using CRM or ERP platforms such as Salesforce, SAP, Oracle NetSuite, or ServiceNow.
• Strong analytical, organisational, and strategic planning skills.
• Excellent executive communication, presentation, and stakeholder management capabilities.
• Ability to influence senior decision-makers and navigate complex enterprise procurement processes.
• Strong leadership, collaboration, and customer relationship management skills.

Actual compensation is determined by experience, qualifications, skills, geographic location, and other relevant factors.

Benefits associated with the opportunity may include:

• Medical, dental, and vision insurance
• Life insurance and accidental death and dismemberment coverage
• Short-term and long-term disability insurance
• 401(k) retirement plan with employer contribution
• Paid time off, flexible leave, and paid holidays
• Professional development allowance of up to $1,000 annually
• Employee assistance and wellness programmes
• Additional employee benefits and incentive opportunities, subject to eligibility
• Remote working flexibility

Work Location & Travel

Austin, Texas – Remote

The position offers remote working flexibility with travel requirements of up to:

• 35% domestic travel within the assigned territory
• 10% international travel

Additional Requirements

• Applicants must be eligible to work in the United States without immigration sponsorship.
• Employment is subject to background screening, including criminal record checks and education verification.
• Additional screening or testing may apply where required for customer-facing assignments.

Applications are encouraged from suitably qualified individuals of all backgrounds. Employment decisions are based on qualifications, experience, and job-related criteria in accordance with applicable equal opportunity and fair employment legislation.