Director, Strategic Accounts - Hyperscale

Forgent•Columbus, OH

4d•Onsite

About The Position

The Director of Strategic Accounts leads Forgent Power's commercial relationships with the company's largest and most complex hyperscale and data center customers. This role owns the full account strategy – from opportunity identification and technical/commercial solutioning through contract negotiation and long-term account growth – for a portfolio of hyperscale operators and colocation providers. The ideal candidate combines deep knowledge of hyperscale data center power and infrastructure requirements with proven success managing multi-year, multi-site enterprise agreements and cross-functional deal teams.

Requirements

Bachelor's degree in Business, Engineering, or a related field, or equivalent professional experience.
10+ years of experience in strategic account management, enterprise sales, or business development, including 5+ years focused on hyperscale, data center, or large-scale energy/infrastructure customers.
Demonstrated track record of managing and growing multi-million dollar, multi-year enterprise accounts.
Strong understanding of hyperscale data center operations, power infrastructure, and capacity planning cycles.
Experience leading complex commercial negotiations, including master service agreements and long-term supply or power arrangements.
Exceptional executive presence and communication skills, with experience presenting to C-suite stakeholders internally and externally.
Ability to lead cross-functional teams without direct authority in a fast-paced, matrixed environment.
Willingness and ability to travel 30–50% of the time.

Nice To Haves

Existing relationships with procurement, energy, or infrastructure leaders at major hyperscale operators or colocation providers.
Experience in the power generation, utility, or energy infrastructure industry.
Familiarity with power purchase agreements (PPAs), behind-the-meter power solutions, or on-site generation models.
Experience using CRM and forecasting tools (e.g., Salesforce) to manage complex, long-cycle pipelines.

Responsibilities

Own and execute the strategic account plan for a portfolio of hyperscale customers, driving revenue growth, wallet share expansion, and long-term partnership value.
Identify, qualify, and win new hyperscale opportunities, partnering with engineering and product teams to shape solutions that meet demanding uptime, capacity, and sustainability requirements.
Build and maintain trusted relationships with customer executives, procurement leaders, and technical stakeholders (site selection, capacity planning, energy procurement, and sustainability teams).
Lead negotiation of complex, high-value master agreements, power purchase arrangements, and site-specific contracts, ensuring alignment with Forgent Power's commercial and risk standards.
Coordinate internal deal teams spanning engineering, legal, finance, operations, and executive leadership to structure and close large, technically complex transactions.
Track hyperscale industry trends, competitor positioning, and customer expansion roadmaps to proactively surface opportunities and inform Forgent Power's go-to-market strategy.
Maintain accurate pipeline, revenue forecasts, and account health reporting; present account plans and results to senior leadership and the executive team.