Strategic Account Manager – Datacom

IDEAL Industries, Inc.• US,

9d•$109,264 - $147,236•Hybrid

About The Position

The Strategic Account Manager (SAM) – Integrator Focused will serve as the primary business partner for key system integrators, value-added resellers (VARs), and PDU/PSU manufacturers. This role is responsible for developing strategic partnerships, driving design-win adoption, expanding channel revenue, and ensuring strong execution across programs and platforms. This position is ideal for a sales professional experienced in selling technical or engineered components through integrators, channel partners, and OEM-adjacent manufacturing customers.

Requirements

Bachelor’s degree in Business, Engineering, or related field (MBA preferred).
5–7+ years of experience in strategic account management, channel sales, or business development within technical or industrial markets.
Experience working directly with system integrators, VARs, or PDU/PSU manufacturers is strongly preferred.
Strong ability to develop and execute long-term channel and integrator account strategies.
Experience selling technical, electrical, or industrial components into integrators or value-add manufacturing environments.
Excellent negotiation, communication, and relationship-building skills.
Ability to manage complex programs across multiple teams and geographies.
Proficiency in CRM systems such as Salesforce; strong Microsoft Office skills.
Willingness to travel domestically and internationally up to 50% to support partner visits, onsite design reviews, training, and business development activities.

Nice To Haves

MBA preferred.

Responsibilities

Own the strategic relationship with integrators, VARs, and PDU/PSU manufacturers, acting as the internal advocate for their needs and business models.
Develop and execute integrated account strategies that include revenue targets, partner enablement plans, product roadmaps, and market expansion initiatives.
Build strong working relationships across engineering, procurement, program management, and leadership teams within integrator and reseller partners.
Create and execute channel and integrator growth strategies to secure new design wins within PDU/PSU platforms and system builds.
Expand connector specifications and platform-level adoption through integrators and value-added partners.
Identify, qualify, and drive new opportunities aligned with Anderson Power’s connector technology, collaborating closely with Product Management and Engineering.
Improve channel performance through training, partner programs, cross-selling, and funnel development.
Work cross-functionally with regional sales, operations, product management, and supply chain teams to support partner requirements, forecast accuracy, and delivery performance.
Ensure appropriate internal prioritization for new integrator programs, custom applications, and platform builds.
Act as the central communication hub between integrator partners and internal stakeholders to ensure alignment on product requirements, timelines, and application needs.
Report performance against forecasts, revenue targets, and program milestones using CRM tools such as Salesforce.
Provide regular visibility to senior leadership on partner performance, pipeline status, and competitive positioning.
Track industry trends in data center power distribution, system integration, and PDU/PSU manufacturing to anticipate opportunities and risks.