Strategic Account Manager - Data Centers

Carlisle Construction Materials•Richmond, VA

3d•Remote

About The Position

The Strategic Account Manager (SAM) – Data Centers is a commercial owner of a defined portfolio of national and regional data center accounts within Carlisle's Data Center vertical. The SAM drives specifications, revenue growth, and long-term account penetration across the data center industry. This role combines new business development with account expansion: the SAM owns the full commercial cycle from project identification through close, while building durable relationships with owners, developers, GCs, and design professionals that generate recurring pipelines. The SAM partners closely with the Senior Manager, Strategic Accounts – Data Centers to deliver a technically credible, consultative experience at every stage of a project.

Requirements

Proven ability to manage and grow a complex B2B account portfolio across multiple stakeholder types (owner, developer, GC, architect, contractor).
Strong consultative selling skills with demonstrated success influencing specification and purchasing decisions in construction or building products.
High commercial acumen: able to qualify opportunities, size pipeline, negotiate, and forecast accurately.
Effective presenter and communicator; comfortable with both executive relationship conversations and technical specification discussions.
Working knowledge of roofing systems, building enclosure principles, and commercial construction practices; ability to read and interpret construction drawings and specifications.
Self-directed and organized; capable of managing a geographically distributed account portfolio with minimal day-to-day oversight.
Proficiency with Salesforce or equivalent CRM; strong discipline around pipeline hygiene and reporting.
Comfortable with ~70% travel across a national or multi-state territory.
Bachelor's degree in Business, Communications, Construction Management, Engineering, Architecture, or related field; or high school diploma with 5+ years of directly relevant industry experience. Experience in leu of education will be considered.
5+ years of experience in strategic or major account sales within the construction, roofing, or commercial building products industry.
Demonstrated success managing multi-stakeholder sales cycles and influencing specification or procurement decisions.
Willingness and ability to travel approximately 70%.

Nice To Haves

Direct experience selling into the data center construction industry.
Familiarity with membrane roofing systems, polyiso insulation, roofing assemblies, vapor management, and building science.
Existing relationships with data center owners, architects, or general contractors.

Responsibilities

Own and grow a defined portfolio of data center accounts - including building owners, architects, and General Contractors across an assigned national or regional territory.
Drive specification of Carlisle roofing systems, insulated assemblies, vapor management solutions, and related products into data center projects from pre-design through bid and award.
Identify, qualify, and pursue new project opportunities through proactive prospecting, trade intelligence, relationship development, and coordination with distribution partners and roofing contractors.
Develop and execute account plans for top-tier targets; maintain a healthy, well-documented pipeline in Salesforce with accurate stage, value, and close-date data.
Lead customer-facing commercial conversations, proposals, and RFP/bid responses; negotiate pricing and terms within established guidelines.
Partner with Carlisle Technical Services on design-assist engagements, specification review, and complex technical questions to ensure assembly performance and code compliance.
Build and maintain relationships with data center-focused GCs, roofing contractors, architects, and MEP engineers to position Carlisle early in the project lifecycle.
Represent Carlisle at appropriate industry events and trade shows to develop market intelligence and new contacts.
Provide competitive market feedback, pricing intelligence, and vertical trend reporting to the Senior Manager, Strategic Accounts to inform vertical strategy.
Maintain accurate and current account, project, and opportunity data within CRM; deliver regular territory updates to Sales leadership.