Account Executive

Account Executive, Data Center Solutions

Summary

We are seeking a high-performing Account Executive to drive growth across the data center ecosystem, with a focus on selling to system integrators (SIs), equipment manufacturers, and original equipment manufacturers (OEMs).

This role is responsible for generating new business, expanding strategic accounts, and positioning solutions as essential components within partner solutions and customer deployments.

The ideal candidate has a strong understanding of data center infrastructure, hardware/software integration, connectivity solutions, power and thermal technologies, and ecosystem partner dynamics. This individual excels in complex solution selling, builds strong relationships across technical and business teams, and thrives in fast-paced, high-growth environments.

Essential Duties and Responsibilities

Business Development & Sales

• Identify opportunities for campaigns, services, and distribution channels that drive sales growth.
• Analyze market trends and competitors to develop unique selling propositions and differentiators.
• Develop comprehensive knowledge of the organization's product catalog and supplier offerings.
• Stay current on data center cooling trends, supply chain requirements, and key industry participants.
• Participate in training and professional development to strengthen product knowledge, industry expertise, and sales performance.
• Own the full sales cycle, from prospecting through closing, for targeted system integrators, equipment manufacturers, and OEM accounts.
• Identify, qualify, and develop new business opportunities within the data center ecosystem.
• Develop sales strategies to maximize the scope of opportunities and capture additional business.
• Build and execute territory and account plans aligned with revenue goals and strategic partnerships.

Account Management & Customer Relationships

• Present value propositions, solution architectures, and ROI models tailored to customer needs.
• Ensure product and service offerings align with the unique requirements of each customer segment.
• Develop compelling proposals that communicate the value and competitive advantages of solutions.
• Expand business within existing accounts by understanding customer roadmaps, challenges, and integration requirements.
• Establish long-term strategic relationships with engineering, supply chain, procurement, and executive stakeholders.
• Navigate complex, multi-department decision-making processes within system integrators and OEMs.
• Coordinate joint sales activities, solution positioning, and go-to-market strategies with partner organizations.
• Maintain high customer satisfaction and support seamless onboarding, integration, and deployment processes.

Strategic Collaboration & Market Intelligence

• Collaborate with product, engineering, operations, and marketing teams to align offerings with customer and partner needs.
• Work closely with product management to ensure data center solutions remain competitive and aligned with evolving market demands.
• Provide customer insights and market feedback to influence product development and competitive positioning.
• Monitor industry trends, competitor activities, and emerging technologies to identify new growth opportunities.

Sales Performance & Reporting

• Maintain accurate sales activity, pipeline, and forecasting information within CRM systems.
• Track performance against quarterly sales goals and develop strategies to accelerate revenue growth.
• Provide leadership with competitive insights, market trends, and strategic account intelligence.
• Consistently work toward achieving and exceeding established sales targets.

Qualifications

• Minimum of 5 years of relevant professional experience.
• 5+ years of B2B technology sales experience, preferably within data center hardware, infrastructure, connectivity, components, or integrated systems.
• Experience selling to system integrators, equipment manufacturers, or OEMs.
• Strong understanding of data center design, architecture, infrastructure, and industry partnerships.
• Demonstrated ability to close complex sales involving multiple decision-makers.
• Proven track record of meeting or exceeding sales quotas in a technical solution-selling environment.
• Excellent communication, presentation, relationship-building, and negotiation skills.
• Ability to develop and manage strategic accounts while identifying opportunities for long-term growth.

Education

• Bachelor's degree required.