Colocation Account Manager

Black Box•Atlanta, GA

About The Position

The Colocation Account Manager will be responsible for strategic account management, business development, and revenue growth within assigned colocation accounts. This role involves building executive-level relationships, managing the sales pipeline, and serving as the primary point of contact for customers. The position also requires market intelligence gathering, cross-functional leadership, proposal development, and accurate reporting using Salesforce.

Requirements

7+ years of sales or account management experience.
Experience selling into the data center, mission-critical, construction, electrical, or technology infrastructure industries.
Proven success managing large strategic accounts.
Strong executive relationship management skills.
Demonstrated ability to develop long-term customer partnerships.
Experience with Salesforce CRM.
Excellent communication, presentation, and negotiation skills.
Willingness to travel approximately 30–40%.

Nice To Haves

Experience with colocation data center providers.
Knowledge of Division 27 structured cabling and low-voltage systems.
Understanding of hyperscale and enterprise data center construction.
Experience of working with general contractors and mission-critical construction teams.
Familiarity with data center delivery methods, including Design-Build, EPC, and Fast Track construction.

Responsibilities

Develop and execute strategic account plans for assigned colocation providers and regional operators.
Build executive-level relationships with owners, developers, construction executives, and procurement teams.
Maintain regular engagement with decision-makers throughout all phases of the project lifecycle.
Position the company as a trusted long-term partner across multiple campuses and regions.
Generate new revenue opportunities within assigned colocation accounts.
Pursue negotiated opportunities for new campus developments, white space fit-outs, capacity expansions, tenant improvements, and infrastructure upgrades.
Identify opportunities for repeat business across multiple geographic markets.
Develop strategies to increase wallet share within existing accounts.
Build and maintain a healthy sales pipeline within Salesforce.
Manage opportunities from lead identification through contract award.
Develop annual account growth plans with measurable revenue objectives.
Maintain accurate forecasting and monthly revenue projections.
Serve as the primary point of contact for assigned customers.
Conduct regular executive business reviews.
Maintain consistent communication with client executives, project teams, general contractors, design consultants, and trade partners.
Quickly resolve customer concerns while maintaining strong relationships.
Monitor market activity including new campus announcements, land acquisitions, developer activity, general contractor pursuits, and competitive positioning.
Identify emerging opportunities before projects reach procurement.
Coordinate closely with estimating, operations, engineering, finance, and project management.
Ensure seamless transition from pursuit through project execution.
Support project teams throughout delivery while maintaining customer relationships.
Lead customer strategy for major pursuits.
Coordinate proposal development and pricing strategy.
Participate in contract negotiations.
Support presentations and executive-level client meetings.
Maintain accurate customer information and opportunity tracking.
Update pipeline weekly.
Provide monthly forecast reports.
Document customer meetings, action items, and strategic plans.