Senior Account Manager – NBD - COLO
Location: Fremont, CA and Plano, TX
Position Summary
The Senior Account Manager – is responsible for driving new business growth and expanding presence within the data center, colocation, and critical power infrastructure markets. This role blends strategic account management with a strong hunter mentality—identifying new opportunities, developing channel relationships, and expanding footprint across existing and emerging customers.
This position focuses on UPS and data center power solutions, working closely with customers, channel partners, and internal engineering teams to deliver technically sound and commercially competitive solutions. Success is measured by revenue growth, pipeline development, market expansion, and long-term customer partnerships.
Key Responsibilities
Business Development & Market Expansion
· Identify, qualify, and develop new business opportunities within colocation providers, hyperscalers enterprise data centers, and related ecosystems.
· Actively prospect and penetrate new accounts, influencers, and decision-makers within assigned territories.
· Expand market presence through strategic engagement with end users, consultants, EPCs, and channel partners.
· Conduct market analysis to identify emerging trends, new applications, and growth opportunities in data center power and infrastructure.
Account & Channel Management
· Grow and manage a portfolio of existing strategic accounts while expanding wallet share through cross-selling and upselling.
· Develop, onboard, and manage channel partners to accelerate market penetration and revenue growth.
· Maintain strong executive level and technical relationships with customers and partners.
· Manage opportunities through the full sales lifecycle using CRM tools, ensuring accurate forecasting and pipeline visibility.
Technical & Solution Selling
· Promote critical power solutions including UPS, PDU, STS, Busway, and related data center infrastructure products.
· Collaborate with engineering and applications teams to deliver customer-specific solutions.
· Provide guidance on applications, specifications, and quality requirements.
· Serve as a trusted advisor by aligning customer needs with technical and commercial value proposition.
Sales Execution & Promotion
· Meet or exceed revenue, margin, and growth targets.
· Support company and product promotions at trade shows, exhibitions, and industry events.
· Prepare and deliver effective presentations to technical and business stakeholders.
· Travel domestically and internationally as required to support business development activities.
Qualifications & Experience
Education
· Bachelor’s degree in Business, Engineering, or related field required
· BSEE or BSME preferred
· MBA is a plus
Experience
· Minimum of 3 years of experience in data center infrastructure, critical power, power distribution, cooling, or related technologies
· Ideal candidates will have experience in at least one of the following:
1. Selling data center equipment (UPS, generators, switchgear, power distribution, cooling)
2. Working with colocation or data center providers (e.g., Digital Realty, NTT, Equinix)
3. Technical background in critical power or data center infrastructure solutions
· Prior business development or new account acquisition experience strongly preferred
Skills & Competencies
· Strong consultative and solution-selling skills
· Exceptional communication, negotiation, and presentation abilities
· Proven ability to build and maintain long-term customer relationships
· Results-driven, highly motivated self-starter with a growth mindset
· Ability to manage multiple opportunities and priorities simultaneously
· Strong organizational and time-management skills
· Proficient in CRM systems, MS Excel, PowerPoint, and Word
· Team-oriented with a collaborative approach to success
