Data Center Strategic Accounts Leader
Location: Kennesaw, GA, USA
Job Number: 294
External Description:
Strategic Account Leader - Data Center
Carrier is a leading provider of building technology solutions and services – including HVAC, refrigeration, fire, security, and building automation – to enable healthy, safe, and sustainable building and cold chain solutions. From the beginning, we've led in inventing new technologies and entirely new industries. Today, we continue to lead because we have a world-class, diverse workforce that puts the customer at the center of everything we do. Carrier's Commercial HVAC Strategic Accounts organization identifies improvement opportunities and provides actionable insights to deliver better customer outcomes in health, safety, efficiency, and occupant experience.
We are seeking a Strategic Account Leader for our Data Center vertical who will own the strategy for Data Center strategic accounts, manage account stakeholders, lead or support opportunity pursuit, and manage the account team within the Data Center vertical market. The individual will leverage the broad building systems portfolio of Carrier business units (HVAC, Building Automation and Energy Performance Solutions). The candidate will lead a team driving growth by calling on senior-level facilities directors, consulting engineers and architects. He/she will develop and identify opportunities to engage in a consultative manner with customers around Carrier solutions and services while achieving business growth targets.
Responsibilities:
Develop and maintain in-depth knowledge of the assigned vertical industry and given accounts
Evolve and drive a holistic account strategy based on customer and vertical insights
Create and update formalized account plans
Identify, land, and expand strategic accounts/opportunities
Identify net-new opportunities
Pursue qualified leads
Persuade customers to purchase Carrier products
Coordinate Carrier personnel (VMMs, CSMs, BU Sellers) throughout the sales process
In collaboration with other Carrier resources, develop tailored solutions to meet specific customer needs
Work closely with business unit (BU) sellers to identify cross-BU expansion opportunities
Understand and influence customer's investment roadmap relevant to Carrier products to drive expansion
Expand relationships within assigned accounts to access new buyers and uncover new opportunities
Qualifications:
HVAC experience or knowledge of HVAC designs desired
Proven experience developing and managing data center enterprise accounts
Ability to engage with senior executives and create demand for new solutions
Proven experience and ability to develop and execute consultative sales strategies that drive value growth for customers.
Ability to lead multi-functional teams to resolve unusually complex problems
Proven ability to influence and work effectively across all levels of the organization.
Highly organized with strong attention to detail while also able to manage multiple priorities and ambiguity.
Excellent communication skills, both written and verbal, across a broad audience. This includes the ability to effectively communicate with technical and non-technical teams.
Strong negotiation skills: ability to understand contractual, and legal language
Advanced level skills with Microsoft Office (Excel, Word & PowerPoint)
Excellent project management skills and execution
Ability to communicate with high-altitude customer stakeholders (e.g., C-Suite)
Strong collaboration and team leadership
Ability to quickly adapt and adjust approaches and solutions to customer needs
Ability to deliver software / recurring sales
Education
Bachelor's degree in Engineering, Business, Sales/Marketing, or related discipline with 8+ years experience preferred
Master’s degree in Engineering, Business, Sales/Marketing, or related discipline with 5+ years experience preferred
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Job Number: 30092267
Community / Marketing Title: Data Center Strategic Accounts Leader
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