Colocation Account Manager

Black Box•United States,

10d

About The Position

The Colocation Account Manager manages strategic relationships and generates revenue across assigned colocation providers and regional operators. The role develops account plans, builds executive-level customer relationships, identifies opportunities across new campus developments, fit-outs, expansions, tenant improvements, and infrastructure upgrades, and manages opportunities from identification through contract award. It also coordinates proposals, pricing, negotiations, forecasting, and transitions to project delivery while serving as the primary customer contact.

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 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, and engage decision-makers throughout the project lifecycle.
Position the company as a trusted long-term partner across multiple campuses and regions.
Generate new revenue opportunities, pursue negotiated opportunities, identify repeat business across geographic markets, and increase wallet share within existing accounts.
Build and maintain a healthy sales pipeline in Salesforce and manage opportunities from lead identification through contract award.
Develop annual account growth plans with measurable revenue objectives and maintain accurate forecasts and monthly revenue projections.
Serve as the primary point of contact for assigned customers and conduct regular executive business reviews.
Communicate consistently with client executives, project teams, general contractors, design consultants, and trade partners.
Resolve customer concerns while maintaining strong relationships.
Monitor market activity, including campus announcements, land acquisitions, developer activity, general contractor pursuits, and competitive positioning.
Identify emerging opportunities before projects reach procurement.
Coordinate with Estimating, Operations, Engineering, Finance, and Project Management to ensure a seamless transition from pursuit through 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, and support presentations and executive-level client meetings.
Maintain accurate customer information and opportunity tracking in Salesforce, update the pipeline weekly, provide monthly forecast reports, and document customer meetings, action items, and strategic plans.