Key Account Manager

Ecolab • Washington, VA

4d • $142,000 - $170,500 • Remote

About The Position

This is an exciting opportunity with CoolIT Systems, the leading provider of scalable liquid cooling technology, as a Key Account Manager for targeted Neocloud and colocations data center providers. In this role, you will be expected to aggressively identify, pursue, and win strategic opportunities, expand wallet share, and convert high-value prospects into long-term customers. Join our rapidly growing organization and make an impact in the data center industry by driving new business growth and accelerating market penetration. This position supports remote work from locations in Canada and the US, with a preference for the San Francisco, Austin, or Virginia areas.

Requirements

• 5+ years of experience in business development, strategic sales, or account management, with a strong preference for candidates who have excelled in hunter-oriented roles.
• 3+ years of experience working in a manufacturing or advanced technology business with data centers as the core customer.
• Proven track record of winning complex enterprise sales in a sales-led organization, including originating opportunities, shaping deals, and closing with Fortune 500 clients.
• Demonstrated experience with the largest data center operators in the world.
• Strong commercial instincts with a bias for action, persistence, and accountability in pursuing revenue and customer outcomes.
• Experience working in a fast-paced, dynamic environment.
• Bachelor degree in Business Administration, Engineering, Computer Science, or related field.
• Strategic hunter mindset with a demonstrated ability to open doors, build pursuit plans, navigate complex stakeholder environments, and win high-value business.
• Strong, organizational and analytical skills; ability to work effectively under time constraints and deliver results by critical deadlines.
• Excellent leadership and interpersonal skills, with the ability to inspire and motivate teams across all levels of the organization.
• Exceptional C-suite communication and executive presence, with a proven ability to influence decisions.
• High drive, resilience, and urgency, with the ability to adapt quickly, overcome obstacles, and maintain momentum in competitive sales cycles.

Nice To Haves

• Preference for strong technical background, with experience in data center infrastructure, cooling systems, or related fields.
• Experience using CRM and ERP systems such as Oracle Netsuite (preferred), SAP, Salesforce, or ServiceNow.

Responsibilities

• Own the development and execution of a territory and account strategy focused on hunting, penetrating, and winning named neocloud and colocation data center liquid cooling customers or prospects in the segment.
• Understand client needs and our competitive positioning, challenges, and goals to offer tailored solutions for their cooling requirements to enable growth in sales.
• Act as the primary commercial lead for target accounts, driving outbound engagement, uncovering opportunities early, qualifying demand, and advancing prospects through the sales cycle to close.
• Consistently build, progress, and close a high-quality pipeline that meets or exceeds CoolIT's program pipeline, bookings, and forecast targets.
• Lead review and negotiation of customer contracts and manage inputs from stakeholders to drive execution of contracts.
• Develop and execute account penetration plans that create double-digit revenue growth through new program wins, competitive displacement, and expansion into adjacent opportunities.
• Demonstrate technical expertise in data center operations and cooling solutions.
• Collaborate internally with Operations to ensure successful project execution from initial discussions to delivery and implementation.
• Maintain a sharp point of view on industry trends, competitor moves, whitespace opportunities, and customer buying triggers to inform pursuit strategy.
• Provide market insights and voice of customer feedback to guide product development and innovation.
• Continuously monitor performance metrics and quality standards, driving continuous improvement initiatives as needed.
• Ensure compliance with company policies and procedures.
• Potential for travel up to 40% in territory and 25% internationally.

Benefits

• Vacation and flex days
• Paid company-wide shutdown during the holiday season
• Comprehensive benefits including Dental, Drugs, Optical, Paramedical and Health Spending
• Retention rewards like “The Big Coffee Break” that reward tenure with additional vacation time and a monetary bonus
• Company-funded RRSP contributions
• medical
• vision
• life insurance
• accident insurance
• critical illness insurance
• hospital indemnity insurance
• auto insurance
• home insurance
• pet insurance
• identity theft protection
• short-term and long-term disability
• 401k
• pension plans
• retirement health care benefits
• short-term incentives
• holidays
• parental leave
• employee stock purchase plans
• discount on day care services and caregiver services
• adoption assistance
• group legal services
• employee assistance program
• employee discount program
• education assistance program

What This Job Offers

• Job Type: Full-time
• Career Level: Senior