Director, Strategic Accounts - Digital Infrastructure

American Bureau of Shipping•San Jose, CA

6d•Onsite

About The Position

The Director, Strategic Accounts – Digital Infrastructure is a senior business development leader responsible for expanding ABS’s presence within the digital infrastructure market. This role leads strategic account growth efforts focused on Silicon Valley and the broader technology ecosystem, building relationships with major technology companies, hyperscalers, data center operators, colocation providers, and other organizations that develop, operate, and support critical digital infrastructure. Based in San Jose, California, this position serves as a key client-facing leader across the ABS enterprise, identifying new business opportunities, strengthening executive-level relationships, and driving cross-functional engagement to deliver integrated solutions. The Director plays a central role in positioning ABS as a trusted partner to clients navigating the evolving demands of digital infrastructure, resilience, cybersecurity, sustainability, and operational risk.

Requirements

Bachelor’s degree in Business, Engineering, or a related field required; MBA or advanced technical degree preferred.
Minimum 10 years of experience in business development, strategic account management, or enterprise sales, preferably within digital infrastructure, technology, critical infrastructure, or related markets.
Proven track record of developing executive relationships and winning business within complex, high-value client environments.
Strong executive presence with excellent communication, negotiation, and relationship-building skills.
Demonstrated ability to develop and execute strategic growth plans in a highly matrixed, cross-functional environment.
Strong understanding of digital infrastructure, technology markets, data center ecosystems, and related industry drivers.
Ability to identify client needs, align solutions to business challenges, and drive commercial outcomes.
Proficiency with Microsoft 365 and CRM platforms such as Salesforce or Dynamics.
Results-oriented mindset with a strong focus on growth, client value, and measurable business impact.

Nice To Haves

Experience working with or selling into technology companies, data center operators, hyperscalers, colocation providers, or related infrastructure organizations is strongly preferred.

Responsibilities

Lead business development and strategic account management activities for a portfolio of high-value digital infrastructure and technology-focused accounts.
Develop and execute account growth strategies designed to expand ABS’s presence across Silicon Valley and the broader digital infrastructure sector.
Build and maintain strong relationships with executive-level decision-makers at major technology companies, hyperscalers, colocation providers, data center developers, and related infrastructure organizations.
Identify, pursue, and convert new business opportunities by aligning ABS capabilities with client priorities, operational challenges, and market needs.
Serve as the primary liaison between clients and ABS internal teams, coordinating engagement across service lines including cybersecurity, sustainability, digital solutions, risk management, and other technical and advisory offerings.
Partner across ABS Consulting and ABS Bureau to deliver a coordinated, client-focused “One ABS” approach to strategic account development and service delivery.
Collaborate with Sales Teams, Market Leads, and subject matter experts to shape account strategies, support pursuits, and deepen client relationships.
Bring market insight and client feedback into internal planning efforts to help inform service development, commercial strategy, and growth priorities.
Track and report account performance, pipeline development, revenue forecasts, and strategic initiatives for assigned accounts.