Strategic Sales Executive - Digital Infrastructure

C.H. Robinson•Remote, IL

13d•$77,000 - $173,600

About The Position

C.H. Robinson is seeking a Strategic Sales Executive to develop and grow the company’s presence in the Digital Infrastructure sector. The role focuses on selling transportation and logistics solutions to organizations across the digital infrastructure ecosystem, including data center operators, hyperscalers, colocation providers, telecommunications companies, infrastructure contractors, technology manufacturers, and related service providers. The successful candidate will use industry expertise and established relationships to identify, develop, and close opportunities across truckload, LTL, expedited, short-haul, and other supply chain solutions supporting data center construction, expansion, maintenance, and operations. This role may be based in any U.S. location and requires at least 50% travel domestically and/or internationally. The position combines strategic account development, consultative selling, solution design, deal-team leadership, proposal development, pricing and negotiation, and coordination with account management and internal commercial teams. The executive is responsible for meeting or exceeding revenue, growth, and pipeline objectives and ensuring successful implementation of won business. The posting gives a base salary range of $77,000–$173,600 and states that top performers may earn $500,000–$700,000 or more in total annual compensation based on sales performance and achievement at target.

Requirements

High school diploma or GED.
At least 6 years of consultative transportation sales experience, including demonstrable success selling transportation and logistics solutions to customers in the Digital Infrastructure, Data Center, Cloud, Telecommunications, Colocation, or related technology sectors.
Demonstrated understanding of the Digital Infrastructure ecosystem, including data center operators, hyperscalers, cloud providers, telecommunications companies, engineering firms, contractors, and technology manufacturers.
Ability to travel a minimum of 50% domestically and/or internationally.

Nice To Haves

Bachelor’s degree from an accredited college or university.
Technical proficiency in MS Office.
Demonstrated negotiation and sales strategy experience.
Strong presentation and organizational skills.
Strong communication and interpersonal skills.
Proven ability to identify, gain entrance into, create, and sell comprehensive tailored supply chain solutions to director-, vice president-, and C-level buyers.
Executive presence and executive relationship-building skills.
Ability to work independently as a self-starter who can think, plan, and act independently.
Strong ability to establish and manage relationships with stakeholders at varying levels.
Commercial and service orientation, with a keen sense for business development.
Values a diverse and inclusive work environment.

Responsibilities

Serve as a subject matter expert on transportation and supply chain solutions supporting digital infrastructure construction, deployment, technology refreshes, and ongoing operations.
Use CRM tools, industry intelligence, and market insights to identify, prioritize, and pursue strategic opportunities in the Digital Infrastructure vertical.
Establish multiple high-level customer contacts and develop advocates within prospect and customer organizations.
Understand customers’ businesses, industries, and sectors to identify opportunities and explain how C.H. Robinson can add supply chain value.
Generate revenue by acquiring and expanding targeted accounts in the Digital Infrastructure vertical.
Build relationships across the digital infrastructure ecosystem to identify transportation opportunities related to construction, infrastructure deployments, and ongoing operations.
Execute strategic sales activities to meet or exceed annual revenue, growth, and pipeline objectives.
Assess market conditions and their potential effects on customer supply chains, and present a persuasive case for change.
Identify appropriate pricing strategies based on the customer’s solution requirements and C.H. Robinson’s position in its supply chain.
Use knowledge of service lines and transportation modes to conduct thorough customer discovery calls.
Stay informed about relevant developments at C.H. Robinson and in the transportation industry that may affect current or prospective customers.
Collaborate with commercial resources in other regions and service lines to facilitate cross-selling opportunities.
Ensure won business is successfully implemented and manage its transition to account management, depending on deal structure.
Maintain a visible presence in the Digital Infrastructure community through industry conferences, associations, trade shows, and customer events.
Build and lead deal teams, collaborating with capacity, supply, and account management partners to develop tailored solutions.
Manage conflict and difficult conversations and navigate matrixed customer and internal environments.
Build and deliver proposals tailored to each customer.
Match customer-facing technology to customer needs.
Partner with Account Management teams to create and execute implementation plans and transition relationship management duties; assist in developing required SOPs.
Influence customers to use automation and improve process efficiency from the start of implementation.
Organize and prioritize opportunities using sales management tools.
Negotiate appropriate payment terms and processes.
Use internal tools and resources, including service-line and pricing subject matter experts, to determine customer pricing strategy.

Benefits

Three medical plans, including prescription drug coverage.
Enhanced fertility benefits.
Flexible Spending Accounts.
Health Savings Account, including employer contribution.
Dental and vision coverage.
Basic and supplemental life insurance.
Short-term and long-term disability coverage.
Paid observed holidays.
Two paid floating holidays for U.S. hourly employees.
Flexible Time Off for U.S. salaried employees, with no accruals or caps; PTO for other employees in the U.S. and Canada.
Paid parental leave.
Paid time off to volunteer in the community.
Charitable Giving Match Program.
401(k) with 6% company matching.
Employee Stock Purchase Plan.
Career development, networking, and team-building opportunities.