Director, Data Center Strategic Accounts

Honeywell•Houston, TX

12d

About The Position

The Director, Data Center Strategic Accounts combines strategic account leadership, customer relationship management, technical credibility, and disciplined deal execution. The role develops strategic accounts with priority EPCs and data center developers, advances complex opportunities from concept and specification through award, and leads consultative sales of gas skid and station solutions. The position coordinates cross-functional pursuit teams, owns commercial strategy and negotiations, and supports the transition from sales through project execution, commissioning, service, and expansion. The solution portfolio includes integrated skid and station packages for fuel gas conditioning, flow metering, pressure monitoring and regulation, and gas composition analysis. It also includes gas flow measurement, pressure regulation and monitoring, gas quality measurement, analysis and flow computing, gas leak detection, and pressure and temperature measurement solutions. Success is measured by growth in qualified pipeline, bookings, and margin performance on bookings. The role calls for a strategic, customer-focused, collaborative leader who can simplify complexity, mobilize diverse teams, make decisions under ambiguity, and maintain accountability from opportunity development through customer delivery.

Requirements

10+ years of experience in complex solution sales and strategic account sales within EPCs and major industrial customers.
Demonstrated success leading long-cycle, $10M+ pursuits.
Ability to communicate technical concepts and business value effectively to executive, engineering, procurement, and operations audiences.
Strong commercial judgment, financial acumen, execution discipline, and executive presence.
Ability to travel to customer sites, project locations, and industry events as required.

Nice To Haves

Degree in engineering, business, or a related discipline.
Direct experience selling to hyperscale, colocation, or enterprise data center customers and their EPC partners.
Relationships at major US EPCs.
Experience with gas metering, pressure regulation, gas quality, instrumentation, controls, or packaged skid systems.

Responsibilities

Develop and execute strategic account plans for priority EPCs and data center developers.
Build and manage a qualified pipeline of $10 million-plus projects from concept and specification through award.
Build relationships with executive, commercial, and technical stakeholders to understand business priorities, project requirements, risk factors, and decision criteria.
Lead consultative selling of gas skid and station solutions, translating customer requirements into differentiated technical and commercial value propositions.
Influence project specifications, approved-vendor strategies, front-end engineering decisions, and procurement approaches to shape opportunities early.
Coordinate cross-functional pursuit teams across proposals, project engineering, project execution, procurement, services, legal, finance, and supply chain.
Own commercial strategy, proposal quality, contract negotiations, and value-based deal positioning while protecting margin and managing risk.
Maintain accurate opportunity data, account plans, forecasts, competitive intelligence, and executive updates in the customer relationship management system.
Represent the business at customer meetings, industry events, and executive reviews; monitor data center, energy infrastructure, and competitive trends.
Ensure effective transition from sales to project execution and remain engaged through commissioning, service, and expansion opportunities.