Key Account Manager - USA

Ecolab, Inc.; Austin (TX); Remote; USD 142,000 - 171,000; Full time

Benefits offered by this job

Health benefits (medical, dental, VIs​

401(k) Retirement Plan

Paid Time Off

Professional Development

Remote work environment

Dress for Your Day

Job summary

CoolIT Systems, an Ecolab Company, is seeking a Senior Key Account Manager to own territory strategy, pursue named acquisitions, and expand opportunities in the data center cooling space. You will lead outbound engagement, qualify demand, and drive contracts to close with Fortune 500 clients.

The role requires hunter mentality, strong commercial instincts, and deep data center cooling knowledge. Remote work is supported with travel up to 35% in territory and 10% internationally.

Qualifications

• 7+ years of experience in business development, strategic sales, or account management.
• 3+ years in manufacturing or advanced technology with data centers as core customers.
• Proven track record of winning complex enterprise sales with Fortune 500 clients.

Responsibilities

• Own the development and execution of a territory and account strategy focused on hunting, penetrating, and winning named liquid cooling acquisitions prospects.
• Understand client needs and competitive positioning to offer tailored cooling solutions to enable growth in sales.
• Act as primary commercial lead for named or target accounts, driving outbound engagement and advancing prospects through the sales cycle to close.
• Build, progress, and close a high-quality pipeline meeting targets.
• Lead review and negotiation of customer contracts and coordinate inputs from stakeholders.
• Develop account penetration plans to create double-digit revenue growth through new program wins and expansion into adjacent opportunities.
• Demonstrate expertise in data center cooling solutions.
• Collaborate with Operations to ensure successful project execution.
• Monitor industry trends and inform pursuit strategy, provide market insights and voice of customer feedback.
• Ensure compliance with company policies and procedures.

Skills

Hunter mindset

Account management

Strong commercial instincts

Industry knowledge

Education

Bachelor degree in Business Administration, Engineering, Computer Science, or related field

Tools

Oracle Netsuite

SAP

Salesforce

ServiceNow

Job description

Join CoolIT, an Ecolab Company, a global leader in Direct Liquid Cooling technology for data centers, supercomputers, and high-performance computing environments.
This is an exciting opportunity with CoolIT Systems, the leading provider of scalable liquid cooling technology, as a Key Account Manager for named accounts and new acquisitions in the component or data center space. In this role, you will be expected to aggressively identify, pursue, and win strategic opportunities with new acquisition targets as well as expand wallet share with existing 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.

What's In It For You

• Health Benefits: Employer-provided benefits coverage begins on the first day of the month following your date of hire. Employees can choose from a selection of medicals plans, along with dental and vision coverage, with premiums shared between the employer and employee.
• Voluntary Life & AD&D Insurance: Employee-paid Life and Accidental & Dismemberment (AD&D) coverage
• Disability Coverage: Employer-paid premiums for Short-Term Disability (STD) and Long-Term Disability (LTD) coverage.
• 401(k) Retirement Plan: 2% employer-sponsored contribution.
• Paid Time Off: Three weeks of paid time off, six flex days, plus a one-week company-wide holiday shutdown.
• Professional Development: $1,000 annually to support professional development and continued learning.
• Work Environment: "Dress for Your Day" in a casual, professional workplace environment.
• Remote Work: Enjoy the flexibility of a remote work environment

What You Will Do

• Own the development and execution of a territory and account strategy focused on hunting, penetrating, and winning named liquid cooling acquisitions prospects in the segment.
• Understand existing 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 named or 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 expertise in data center 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.

Position Details

• Potential for travel up to 35% in territory and 10% internationally.

Minimum Qualifications

• 7+ years of experience in business development, strategic sales, or account management, with a strong preference for candidates who have excelled in hunter oriented roles.
• 3+ years of experience working in a manufacturing or advanced technology business with data centers as the core customer.
• Proven track record of winning complex enterprise sales in a sales-led organization, including originating opportunities, shaping deals, and closing with Fortune 500 clients.
• Demonstrated experience with the largest data center operators in the world.
• 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.

Preferred Qualifications

• Bachelor degree in Business Administration, Engineering, Computer Science, or related field.
• 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.
• 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.
• Exceptional C-suite communication and executive presence, with a proven ability to influence decisions.
• High customer empathy, with the ability to provide the best outcomes to the customer while balancing operational considerations.ust be framed from the perspective of the position, not the applicant.
• If you would screen someone out because they do not meet the criteria, move it to the minimum qualification section.

We thank every candidate in advance; however, we will contact only those selected for an interview.

Please note: immigration sponsorship is not available for this role.

Successful candidates for this position will be required to undergo background checks, including criminal record checks and education verification.

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

142,000-170,500 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.

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.