Director - Hyperscale Data Center Account Management

Sumitomo Electric U.S.A., Inc.•San Jose, CA

4d•$180,000 - $220,000•Hybrid

About The Position

The Director of Strategic Account Management is a critical leadership role responsible for driving revenue growth and managing long-term strategic partnerships with our most significant Hyperscale Data Center customers. Reporting directly to the SVP, this role serves as the primary strategic interface between the customer and our organization. The successful candidate will orchestrate a complex ecosystem involving product procurement from the parent company (Sumitomo Electric) and external vendors, inventory management, and final delivery, ensuring that our optical fiber cabling solutions scale in alignment with the customers' aggressive infrastructure expansion.

Requirements

Deep understanding of the hyperscale data center industry, specifically AI/GPU infrastructure and high-density fiber optic cabling (MPO/MTP, patch cords, connectors).
Proven track record of managing P&L for key accounts, with a strong focus on margin improvement and financial rigor.
Demonstrated ability to bridge gaps between commercial, engineering, and supply chain functions, particularly in a global/multinational environment.
Experience leading distributed teams and driving cultural change from reactive to proactive strategic management.
Familiarity with key competitors in the fiber optic cabling space and their strategies.
Bachelor’s degree in Business, Engineering, or related field.
10+ years in B2B sales, account management, or business development, with at least 5 years in a leadership role managing a team.
Experience working within a Japanese multinational corporation or understanding of Japanese business culture and decision-making processes.
Technical background in telecommunications, networking, or electrical engineering.
Existing network of relationships within hyperscalers.
Experience managing long-term, multi-year contracts in the data center infrastructure space.

Nice To Haves

MBA is a plus.

Responsibilities

Develop and execute comprehensive account strategies for Hyperscale customers to maximize market share and long-term profitability.
Act as the primary point of contact for executive-level stakeholders at customer organizations.
Forecast demand and align customer roadmaps with internal product development and supply chain capabilities.
Act as the primary bridge between US customer requirements and Sumitomo Electric’s global R&D and manufacturing teams in Japan.
Proactively manage the flow of technical and business information, ensuring that US business teams have the necessary insights to compete effectively against our peers in the industry.
Translate complex customer technical requirements into actionable engineering and supply chain directives for the parent company.
Drive cross-functional alignment (Engineering, Supply Chain, Sales) to ensure seamless execution of strategic account plans.
Own the P&L for strategic accounts, driving top-line growth and managing margins.
Lead contract negotiations, including Master Service Agreements (MSAs) and pricing frameworks.
Identify opportunities for upselling and cross-selling new optical fiber technologies and solutions.
Lead and develop a team of direct reports (Account Managers, Engineers) distributed across NC, CA, and other states.
Shift the team culture to proactive strategic orchestration. Empower team members to take ownership of customer relationships and financial outcomes.
Implement regular performance reviews focused on both revenue and margin metrics, fostering a mindset of financial rigor and strategic thinking.
Provide coaching and mentorship to elevate the team’s capability in strategic account management and P&L analysis.
Work with the SVP to align account goals with the overall corporate strategy of the US subsidiary.
Provide critical feedback from the field to the parent company's R&D and manufacturing teams to influence future product roadmaps.
Support occasional matters as directed