Key Account Manager - USA

ecolab; United States; Remote; USD 110,000 - 160,000; Full time

Benefits offered by this job

Vacation and flex days

Comprehensive benefits

Dress for your day

Retention rewards

Company-funded RRSP contributions

Job summary

CoolIT Systems is seeking a Key Account Manager for named accounts and new acquisitions in the data center cooling space. This role focuses on aggressive opportunity pursuit, expanding wallet share with long-term customers, and driving market penetration in the US.

The position supports remote work from locations in the US and involves up to 35% travel domestically and 10% internationally. You will lead strategy, negotiations, and cross-functional collaboration to deliver growth.

Qualifications

• 7+ years in business development or account management.
• 3+ years in manufacturing or advanced tech with data centers.
• Proven track record of enterprise sales with Fortune 500 clients.
• Experience with largest data center operators.

Responsibilities

• Own development and execution of 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.
• Act as the primary commercial lead for named accounts, driving outbound engagement and closing deals.
• Build and close a high-quality pipeline that meets targets.
• Lead contract negotiations and drive cross-functional inputs to contract execution.
• Develop penetration plans for double-digit revenue growth through new program wins and expansions.
• Collaborate with Operations to ensure successful project delivery.
• Monitor industry trends and customer buying triggers to inform pursuit strategy.
• Provide market insights to guide product development and innovation.
• Ensure compliance with company policies and procedures.

Skills

Strategic hunter

Leadership

Executive presence

Customer empathy

Time management

Education

Bachelor degree

Tools

Salesforce

Oracle Netsuite

SAP

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 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.

This position supports remote work from locations in the US.

Responsibilities

• 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.

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

WHO YOU ARE

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

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.
• 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.

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.

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