Global Data Center Account Manager

Pacific Coast Trane•Sunnyvale, CA

1d•Onsite

About The Position

Pacific Coast Trane, the San Francisco district office representing Trane, is seeking a Data Center Account Manager in Sunnyvale, California. The role is responsible for directing, coordinating, and evaluating the data center sales process and directly supervising sales personnel who support data center accounts. Supervisory duties include planning and assigning work, directing and evaluating performance, coaching and mentoring employees, and resolving complaints and problems in accordance with organizational policies and applicable laws. The position develops sales and customer relationships for data center cooling equipment, controls, and services. It manages complex, long-cycle opportunities from early design influence through award and handoff, and coordinates with engineering, project management, and service teams. The role also develops customer-specific business plans, positions lifecycle service offerings, and tracks market conditions, pipeline, forecasts, and CRM records. Daily territory travel is required, with overnight travel as needed. The role involves regular sitting and occasional standing, walking, reaching, and lifting or moving up to 10 pounds. The work environment typically has a moderate noise level. Reasonable accommodations may be made for individuals with disabilities to perform the essential functions.

Requirements

Bachelor’s degree in mechanical engineering, electrical engineering, business, or a related field from a four-year college or university.
Five to ten years of experience in sales or sales leadership, including at least three years selling into the data center or another mission-critical market, or an equivalent combination of education and experience.
Working knowledge of data center cooling technologies, including chilled water plants, air-side systems, liquid cooling, redundancy concepts, and efficiency metrics.
Established relationships with data center owners, operators, consulting engineers, and contractors.
Proven ability to manage large, multi-stakeholder deals with long sales cycles.
Ability to meet the physical demands of the role, including occasionally standing, walking, reaching, and lifting or moving up to 10 pounds; reasonable accommodations may be made.

Nice To Haves

Experience at Trane or with Trane equipment.

Responsibilities

Generate sales of data center cooling equipment, controls, and services; manage product mix and pricing to meet margin goals and grow market share in the assigned territory.
Build and maintain relationships with data center owners, operators, developers, consulting MEP engineers, general contractors, commissioning agents, and mechanical contractors.
Develop and execute account-specific business plans aligned with customers’ multi-site build-outs, capacity expansions, and retrofit plans.
Lead complex, long-cycle sales pursuits from early design influence through specification, bid, award, and handoff to project delivery.
Coordinate sales pursuits with applications engineering, project management, and service teams.
Identify customer needs involving uptime, redundancy, efficiency, sustainability, and rising rack densities, and develop appropriate cooling and controls solutions.
Position lifecycle offerings, including service agreements, monitoring, and parts programs.
Track market trends, competitor activity, project pipelines, supply chain conditions, and lead times; maintain accurate forecasts and CRM records.
Attend sales meetings and report sales activity, pipeline, new account development, and promotions.
Represent Pacific Coast Trane at industry events and customer technical sessions.
Directly supervise sales personnel supporting data center accounts, including planning and assigning work, appraising performance, coaching and mentoring, and addressing complaints and problems.
Travel daily within the territory and travel overnight to customer sites, project locations, and industry events as needed.