Note: The job is a remote job and is open to candidates in USA. CoolIT, an Ecolab company, is hiring a Key Account Manager to drive new business growth and expand existing customer relationships for liquid cooling solutions. The role develops territory and account strategies, pursues strategic opportunities, manages the sales pipeline and customer contracts, and collaborates on successful project delivery.
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
Skills
- 7+ years of experience in business development, strategic sales, or account management
- 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
- Strong preference for candidates who have excelled in hunter oriented roles
- Bachelor degree in Business Administration, Engineering, Computer Science, or related field
- 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
- 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 customer empathy, with the ability to provide the best outcomes to the customer while balancing operational considerations
Benefits
- Medical plans, with employer-provided benefits coverage beginning on the first day of the month following hire; premiums shared between employer and employee
- Dental and vision coverage, with premiums shared between employer and employee
- Employee-paid Life and Accidental & Dismemberment (AD&D) coverage
- Employer-paid premiums for Short-Term Disability (STD) and Long-Term Disability (LTD) coverage
- 401(k) retirement plan with 2% employer-sponsored contribution
- Three weeks of paid time off, six flex days, plus a one-week company-wide holiday shutdown
- $1,000 annually to support professional development and continued learning
- “Dress for Your Day” casual, professional workplace environment
- Flexible remote work environment
- Medical, dental, 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, vacation (12 days), holidays, parental leave, employee stock purchase plans (Full-Time Associates), discount on day care services and caregiver services, adoption assistance, group legal services, employee assistance program, employee discount program, and education assistance program
- On-site childcare and fitness facilities may be available at select Ecolab locations
Company Overview