Global Data Center Account Manager

Pacific Coast Trane•Sunnyvale, CA

1d•$100,000 - $300,000•Onsite

About The Position

Pacific Coast Trane, the San Francisco district office representing Trane Company, is seeking a Data Center Account Manager to join its team in Sunnyvale, California. The role directs, coordinates, and evaluates the data center sales process and directly supervises sales personnel supporting data center accounts. Supervisory duties include planning and assigning work, evaluating performance, coaching and mentoring employees, and addressing complaints and problems in accordance with company policies and applicable laws. The position generates sales of data center cooling equipment, controls, and services, while managing product mix and pricing to meet margin goals and grow market share. It develops customer relationships and account plans, leads complex long-cycle sales pursuits, identifies customer needs, and positions equipment, controls, and lifecycle service offerings. The role also monitors market and competitor activity, maintains forecasts and CRM records, reports sales activity, and represents Pacific Coast Trane at industry events and customer technical sessions. Daily territory travel is required, with overnight travel as needed.

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.

Nice To Haves

Experience at Trane or with Trane equipment.

Responsibilities

Generate sales of data center cooling equipment, controls, and services; manage mix and pricing to achieve margin goals and grow market share in the assigned territory.
Build and maintain relationships with decision makers at data center owners, operators, developers, consulting MEP engineering firms, general contractors, commissioning agents, and mechanical contractors.
Develop and execute account-specific business plans aligned with customers’ multi-site build-out, capacity expansion, and retrofit plans.
Lead long-cycle sales pursuits from early design influence through specification, bid, award, and handoff to project delivery, coordinating with applications engineering, project management, and service teams.
Identify customer requirements involving uptime, redundancy, efficiency, sustainability, and rising rack densities, and develop solutions involving cooling equipment, heat rejection, and controls.
Position lifecycle offerings, including service agreements, monitoring, and parts programs.
Track data center 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.
Travel daily within the territory and overnight to customer sites, project locations, and industry events as needed.
Supervise sales personnel supporting data center accounts, including planning and assigning work, appraising performance, coaching and mentoring employees, and resolving complaints and problems.