Key Account Manager - Canada

Ecolab • Calgary, AB

1d • Remote

About The Position

About CoolIT, An Ecolab Company.
Founded in Calgary, Alberta in 2001, CoolIT Systems is the leading Direct Liquid Cooling technology provider for data centers, supercomputers, and desktop computers. We design and manufacture solutions used by the largest tech companies globally.
Recognized as one of “The Americas’ Fastest Growing Companies 2023” by Financial Times and honored with the Deloitte Fast 50 Clean Technology award in 2022, as well as the Deloitte Fast 500 distinction in both 2021 and 2022, CoolIT's rapid growth is capturing global attention.
As demand for generative AI, high performance computing and cloud solutions rapidly expands, there has never been a more exciting time to join our team.
WHAT YOU’LL DO:
This is an exciting opportunity with CoolIT Systems, the leading provider of scalable liquid cooling technology, as a Key Account Manager for named accounts and new acquisitions in the component or data center space. In this role, you will be expected to aggressively identify, pursue, and win strategic opportunities with new acquisition targets as well as expand wallet share with existing 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.

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.

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 liquid cooling acquisitions prospects in the segment.
• Understand existing 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 named or 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 expertise in data center 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.

Benefits

• Vacation and flex days, and paid company-wide shutdown during the holiday season.
• Comprehensive benefits including Dental, Drugs, Optical, Paramedical and Health Spending. These costs are covered by CoolIT and are enacted from your first day.
• Retention rewards like “The Big Coffee Break” that reward tenure with additional vacation time and a monetary bonus.
• Company-funded RRSP contributions to support your long-term financial goals.

What This Job Offers

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