Key Account Manager - Data Centers

Baltimore Aircoil Company, Inc.; Montevideo (MD); On-site; USD 108,000 - 185,000; Full time

Benefits offered by this job

Annual bonus

401k plan

Employee stock ownership plan

Job summary

Baltimore Aircoil Company, Inc. is seeking a Key Account Manager – Data Center to drive commercial strategy and growth with premier data center clients. You will lead executive engagements, shape account strategy, and coordinate across BAC’s regions and functions to deliver on technical and commercial commitments.

The role requires 5+ years in senior sales or account leadership, strong negotiation, and cross-functional influence to secure long-term partnerships and revenue growth.

Qualifications

• 5+ years of senior sales or account leadership experience.
• Experience managing global or hyperscale customers.
• Proven record closing complex multi-stakeholder deals.
• Strong commercial acumen and contract knowledge.
• Ability to lead cross-functional teams and influence executives.

Responsibilities

• Own development, profitable growth, and management of the assigned data center account.
• Serve as senior point of contact across commercial and technical discussions.
• Drive short- and long-term order and pipeline management.
• Map and sustain executive-level relationships.
• Champion VOC insights into product portfolio and roadmap.
• Identify and advance opportunities using strategic selling.
• Lead analyses to define value propositions and commercial justification.
• Collaborate with teams to ensure delivery and contract compliance.

Skills

Senior sales

Account leadership

Negotiation

Strategic selling

Executive relationships

Cross-functional teamwork

Education

Bachelor's degree

MBA preferred

Tools

CRM tools

Job description

The Key Account Manager – Data Center is responsible for leading BAC’s commercial strategy, relationship development, and long-term growth with key customers in data centers. This role carries a strong mandate for accelerated expansion through innovative product and service solutions. As the primary executive interface to these accounts, the KAM shapes account strategy, influences decision-makers at all organizational levels, and orchestrates execution across BAC’s global regions and functional teams. Success in this role requires exceptional collaboration, strategic and tactical leadership, and the ability to represent BAC’s full portfolio while navigating managing technical and commercial commitments to the customer, continuously managing and delivering to their expectations.

RESPONSIBILITIES

• Own the development, profitable growth, and management of the assigned data center account.
• Serve as the senior point of contact representing BAC across all commercial and technical discussions, aligning HQ, regions, and business units behind a unified account approach.
• Drive short- and long-term order and pipeline management in accordance with BAC’s corporate strategy and assigned financial targets.

Customer Engagement & Relationship Management

• Map, build, and sustain executive-level relationships with the account’s organization to promote customer satisfaction and cultivate a long-term partnership.
• Champion VOC (Voice of the Customer) insights into BAC’s global product portfolio, R&D roadmap, and service strategy.
• Ensure consistent and proactive account coverage, fostering trust and transparency across all touchpoints.

Opportunity Development & Execution

• Identify, qualify, and advance opportunities using structured strategic selling methodologies and CRM tools.
• Lead strategic analyses to define value propositions, solution positioning, and commercial justification for BAC offerings.
• Work closely with other teams to ensure operational excellence, contract compliance, and on-time delivery of customer commitments.

Communication & Influence

• Deliver compelling executive communications grounded in data, insights, and industry trends.
• Monitor and influence decision chains within the customer’s global organization in a responsive way to secure and maintain competitive advantage for BAC.
• Navigate and negotiate complex commercial, contractual, and technical topics to a successful close.

KNOWLEDGE & SKILLS

• Bachelor’s degree in Business, Marketing, Engineering, or related field required; MBA preferred.
• 5+ years of senior sales, business development, or account leadership experience managing global, high-profile or hyperscale customers.
• Demonstrated success closing complex, multi-stakeholder deals and shaping long-term enterprise partnerships.
• Strong commercial acumen with working knowledge of contractual terms, project/program management, and solution-based selling.
• Exceptional organizational, analytical, and interpersonal skills with the ability to navigate ambiguity.
• Highly self-directed, persistent, and able to drive initiatives to completion with minimal oversight.
• Strong negotiation skills and a track record of influencing executive-level stakeholders.
• Deep understanding of the customer’s business model, industry position, and technology landscape.
• Motivational leadership mindset with the ability to guide cross-functional teams toward common objectives.
• Ability to analyze and interpret complex business environments to formulate strategic recommendations.
• Demonstrates urgency, initiative, and an opportunity-driven mindset in all account activities.
• Skilled at delivering persuasive and structured presentations to diverse technical and executive audiences.
• Ability to negotiate, influence, and align multiple stakeholder groups toward desired outcomes.

KEY RELATIONSHIPS

• The customer(s)
• Regional Sales, Service, and Operations Teams
• Global Business Development Team

TRAVEL:

• Approximately 20%; domestic and international

BAC Hiring Compensation Range $108,200 - $185,200

BAC offers a comprehensive benefits package to include medical, dental, vision, paid time off, 401k, employee stock ownership plan, and more. Please see additional details on the BAC website atwww.Baltimoreaircoil.com.

BAC Employees are eligible to participate in an annual bonus incentive program.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.