Colocation Account Manager

Key Responsibilities

Strategic Account Management

• Develop and execute strategic account plans for assigned colocation providers and regional operators.
• Build executive-level relationships with owners, developers, construction executives, and procurement teams.
• Maintain regular engagement with decision-makers throughout all phases of the project lifecycle.
• Position the company as a trusted long-term partner across multiple campuses and regions.

Business Development & Revenue Growth

Generate new revenue opportunities within assigned colocation accounts.

Pursue negotiated opportunities for

• New campus developments
• White space fit-outs
• Capacity expansions
• Tenant improvements
• Infrastructure upgrades
• Identify opportunities for repeat business across multiple geographic markets.
• Develop strategies to increase wallet share within existing accounts.

Pipeline Management

• Build and maintain a healthy sales pipeline within Salesforce.
• Manage opportunities from lead identification through contract award.
• Develop annual account growth plans with measurable revenue objectives.
• Maintain accurate forecasting and monthly revenue projections.

Client Engagement

• Serve as the primary point of contact for assigned customers.
• Conduct regular executive business reviews.

Maintain consistent communication with

• Client executives
• Project teams
• General contractors
• Design consultants
• Trade partners
• Quickly resolve customer concerns while maintaining strong relationships.

Market Intelligence

Monitor market activity including

• New campus announcements
• Land acquisitions
• Developer activity
• General contractor pursuits
• Competitive positioning
• Identify emerging opportunities before projects reach procurement.

Cross-Functional Leadership

Coordinate closely with

Estimating

Operations

Engineering

Finance

Project Management

• Ensure seamless transition from pursuit through project execution.
• Support project teams throughout delivery while maintaining customer relationships.

Proposal Development

• Lead customer strategy for major pursuits.
• Coordinate proposal development and pricing strategy.
• Participate in contract negotiations.
• Support presentations and executive-level client meetings.

Salesforce & Reporting

• Maintain accurate customer information and opportunity tracking.
• Update pipeline weekly.
• Provide monthly forecast reports.
• Document customer meetings, action items, and strategic plans.

Qualifications

Required

• 7+ years of sales or account management experience.
• Experience selling into the data center, mission-critical, construction, electrical, or technology infrastructure industries.
• Proven success managing large strategic accounts.
• Strong executive relationship management skills.
• Demonstrated ability to develop long-term customer partnerships.
• Experience with Salesforce CRM.
• Excellent communication, presentation, and negotiation skills.
• Willingness to travel approximately 30–40%.

Preferred

• Experience with colocation data center providers.
• Knowledge of Division 27 structured cabling and low-voltage systems.
• Understanding of hyperscale and enterprise data center construction.
• Experience of working with general contractors and mission-critical construction teams.
• Familiarity with data center delivery methods, including Design-Build, EPC, and Fast Track construction.