Director, Strategic Accounts - Digital Infrastructure

American Bureau of Shipping (ABS)

San Jose, California

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JOB DETAILS

SKILLS

Business Administration, Business Development, Collocation, Communication Skills, Consulting, Cross-Functional, Customer Relations, Customer Relationship Management (CRM), Customer Support/Service, Customer/Client Research, Develop and Maintain Customers, Ecosystems, Enterprise Sales, Executive Relationships, Internet Security, Microsoft Product Family, Needs Assessment, Negotiation Skills, Network Operations Center, Performance Analysis, Regulations, Revenue Forecasting, Risk, Risk Management, Safety/Work Safety, Sales, Sales Management, Sales Prospecting, Sales Strategy, Salesforce.com, Service Delivery, Strategic Accounts, Strategic Planning, Sustainability, Technology Sales

LOCATION

San Jose, California

POSTED

27 days ago

The Director, Strategic Accounts - Digital Infrastructure is a senior business development leader responsible for expanding ABS's presence within the digital infrastructure market. This role leads strategic account growth efforts focused on Silicon Valley and the broader technology ecosystem, building relationships with major technology companies, hyperscalers, data center operators, colocation providers, and other organizations that develop, operate, and support critical digital infrastructure.

Based in San Jose, California, this position serves as a key client-facing leader across the ABS enterprise, identifying new business opportunities, strengthening executive-level relationships, and driving cross-functional engagement to deliver integrated solutions. The Director plays a central role in positioning ABS as a trusted partner to clients navigating the evolving demands of digital infrastructure, resilience, cybersecurity, sustainability, and operational risk.

What You Will Do:

• Lead business development and strategic account management activities for a portfolio of high-value digital infrastructure and technology-focused accounts.
• Develop and execute account growth strategies designed to expand ABS's presence across Silicon Valley and the broader digital infrastructure sector.
• Build and maintain strong relationships with executive-level decision-makers at major technology companies, hyperscalers, colocation providers, data center developers, and related infrastructure organizations.
• Identify, pursue, and convert new business opportunities by aligning ABS capabilities with client priorities, operational challenges, and market needs.
• Serve as the primary liaison between clients and ABS internal teams, coordinating engagement across service lines including cybersecurity, sustainability, digital solutions, risk management, and other technical and advisory offerings.
• Partner across ABS Consulting and ABS Bureau to deliver a coordinated, client-focused "One ABS" approach to strategic account development and service delivery.
• Collaborate with Sales Teams, Market Leads, and subject matter experts to shape account strategies, support pursuits, and deepen client relationships.
• Bring market insight and client feedback into internal planning efforts to help inform service development, commercial strategy, and growth priorities.
• Track and report account performance, pipeline development, revenue forecasts, and strategic initiatives for assigned accounts.

What You Will Need:

Education and Experience

• Bachelor's degree in Business, Engineering, or a related field required; MBA or advanced technical degree preferred.
• Minimum 10 years of experience in business development, strategic account management, or enterprise sales, preferably within digital infrastructure, technology, critical infrastructure, or related markets.
• Proven track record of developing executive relationships and winning business within complex, high-value client environments.
• Experience working with or selling into technology companies, data center operators, hyperscalers, colocation providers, or related infrastructure organizations is strongly preferred.

Knowledge, Skills, and Abilities

• Strong executive presence with excellent communication, negotiation, and relationship-building skills.
• Demonstrated ability to develop and execute strategic growth plans in a highly matrixed, cross-functional environment.
• Strong understanding of digital infrastructure, technology markets, data center ecosystems, and related industry drivers.
• Ability to identify client needs, align solutions to business challenges, and drive commercial outcomes.
• Proficiency with Microsoft 365 and CRM platforms such as Salesforce or Dynamics.
• Results-oriented mindset with a strong focus on growth, client value, and measurable business impact.

Salary Range:

$190,000 - $250,000 base depending upon experience. This role may qualify for additional bonus/incentives.

ABOUT US

We set out more than 160 years ago to promote the security of life and property at sea and preserve the natural environment. Today, we remain true to our mission and continue to support organizations facing a rapidly evolving seascape of challenging regulations and new technologies. Through it all, we are anchored by a vision and mission that help our clients find clarity in uncertain times.

ABS is a global leader in marine and offshore classification and other innovative safety, quality, and environmental services

About the Company

American Bureau of Shipping (ABS)

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