Note: The job is a remote job and is open to candidates in USA. CoolIT Systems is a leading provider of scalable liquid cooling technology, recognized for its rapid growth and innovation in the data center industry. They are seeking a Key Account Manager to identify and pursue strategic opportunities with hyperscale customers, focusing on expanding market penetration and driving new business growth. The role involves developing account strategies, engaging with clients, and collaborating internally to ensure successful project execution.
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 in the region
- 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 international travel up to 40% in territory and up to 25% internationally
Skills
- 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
- 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 drive, resilience, and urgency, with the ability to adapt quickly, overcome obstacles, and maintain momentum in competitive sales cycles
- 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
Benefits
- 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.
Company Overview
CoolIT Systems specializes in scalable liquid cooling solutions for the world’s most demanding computing environments. It was founded in 2001, and is headquartered in Calgary, Alberta, CA, with a workforce of 501-1000 employees. Its website is https://www.coolitsystems.com.