Description
Position Summary
The Strategic Account Manager (SAM) for Data Cooling Centers is responsible for developing, managing, and expanding relationships with key strategic customers within the data center and mission-critical cooling market. This role focuses on long-term account growth, solution-based selling, and alignment of customer technical requirements with the company's cooling, fluid power, or thermal management solutions. The SAM acts as the primary point of contact for assigned strategic accounts, coordinating internal resources, driving revenue growth, and ensuring customer satisfaction across the full lifecycle of data center cooling projects.
Key Responsibilities
Strategic Account Management
- Own and manage a portfolio of strategic data center accounts, including hyperscale, enterprise, and OEM customers.
- Develop and execute account plans that align customer goals with company growth objectives.
- Identify and manage key target accounts, including general and mechanical contractors, to support strategic growth initiatives.
- Build executive-level relationships with decision-makers, engineers, and procurement teams.
- Identify expansion opportunities across new sites, retrofits, upgrades, and service agreements.
Sales & Business Development
- Drive revenue growth through solution-based selling of technologies (liquid cooling, air cooling, CDU systems, heat exchangers, fluid conveyance, etc.)
- Lead complex sales cycles from opportunity identification through contract negotiation and close.
- Collaborate with engineering and applications teams to deliver customized solutions.
- Monitor market trends, customer investments, and competitive activity within the data center space.
Technical & Cross-Functional Collaboration
- Translate customer technical requirements into viable product and system solutions.
- Coordinate with internal teams including engineering, operations, project management, and service to ensure successful execution.
- Support system design reviews, technical presentations, and customer site visits.
- Ensure alignment between customer expectations and operational capabilities.
Customer Experience & Retention
- Serve as the escalation point for customer issues and ensure timely resolution.
- Maintain high levels of customer satisfaction through proactive communication and performance reviews.
- Track KPIs related to account growth, retention, and project success.
- Support long-term service, maintenance, and lifecycle solutions.
Position Qualifications
Education & Experience
- Bachelor's degree in business, Engineering, or a related field (or equivalent experience)
- 5+ years of strategic or technical B2B sales experience, data cooling center experience a plus
- Experience managing large, complex accounts with multi-year revenue potential.
Skills & Competencies
- Strong understanding of project management and communication to customer, manufacture and leadership teams on technologies, infrastructure, and expectations.
- Proven ability to sell complex, engineered solutions.
- Excellent communication, negotiation, and relationship-building skills
- Ability to work cross-functionally with technical and non-technical teams.
- Strategic thinker with strong analytical and planning capabilities
- Willingness to travel to customer sites as required.
Key Performance Indicators (KPIs)
- Revenue growth within assigned strategic accounts.
- New opportunity identification and pipeline development
- Customer retention and satisfaction
- Successful execution of account plans
Skills taught after hire as needed:
Product Training, Hydraulics Training, Pneumatics Training, Mechanics Training, Systems Design, Sales Techniques, Computer System Training, Microsoft Training, ISO Training
Other Requirements:
Valid Driver's License, Acceptable Motor Vehicle Record
Able to travel by car within several hundred miles of their branch frequently and overnight occasionally; some air travel expected.
Founded in 1923, Applied Industrial Technologies (NYSE: AIT) is a leading value-added distributor and technical solutions provider of industrial motion, fluid power, flow control, automation technologies, and related maintenance supplies. Our leading brands, specialized services, and comprehensive knowledge serve MRO and OEM end users in virtually all industrial markets through our multi-channel capabilities that provide choice, convenience, and expertise.
Applied Industrial Technologies is built on a philosophy that puts people first. We are an equal opportunity employer, and we are committed to a workforce in which we enforce fair treatment and provide growth opportunities for everyone. All qualified applicants will receive consideration for employment regardless of age, race, color, national origin, genetics, religion, gender, marital status, physical or mental disability, or any other characteristic protected by applicable laws, regulations, and ordinances.
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