Key Account Manager-C&SP

About the Role
The Key Account Manager (KAM) is responsible for managing and growing strategic customer relationships within the Cloud & Service Provider (C&SP) segment across the Gulf Cluster. The role focuses on driving profitable growth, customer satisfaction, and long-term partnerships with hyperscalers, cloud providers, colocation and data center operators, telecom and digital infrastructure providers, and other strategic C&SP customers. The KAM will position the organization as a trusted strategic partner, supporting customers in delivering resilient, scalable, efficient, and sustainable data center infrastructure, while enabling capacity expansion, digitalization, operational excellence, and decarbonization.

Account Management & Customer Engagement

• Develop and maintain strong relationships with strategic C&SP customers, including hyperscalers, cloud providers, colocation and data center operators, telecom providers, and digital infrastructure companies.
• Act as the primary point of contact for assigned key accounts, ensuring alignment between customer business priorities, investment plans, and the organization’s capabilities.
• Conduct regular business reviews, strategic account planning, and executive engagement activities.
• Develop comprehensive account growth plans and identify opportunities across customers' existing operations, expansion programs, and future infrastructure investments.
• Build strong relationships across multiple levels and functions within customer organizations, ensuring early visibility of strategic priorities and upcoming projects.

Sales & Business Development

• Identify and develop new business opportunities within existing and target C&SP accounts.
• Drive sales of the organization’s solutions, software, services, and digital offerings supporting data center power infrastructure, energy management, automation, cooling, monitoring, and lifecycle services.
• Develop opportunities across both new data center capacity and existing installed-base modernization, expansion, and services.
• Lead commercial negotiations, contract renewals, framework agreements, and strategic partnerships.
• Build and maintain a strong, qualified sales pipeline to achieve revenue, profitability, and growth targets.
• Drive early engagement on major data center investments and expansion programs to strengthen the organization’s position throughout the project lifecycle.

Executive & C-Level Engagement

• Establish trusted relationships with senior decision-makers across customer organizations, including CEOs, COOs, CTOs, CIOs, Heads of Data Center Infrastructure, Engineering, Operations, Procurement, and Sustainability.
• Lead strategic discussions around data center capacity, availability and resilience, energy efficiency, sustainability, digital infrastructure, AI-driven capacity requirements, and operational performance.
• Position the organization’s value proposition beyond individual products, connecting technology and solutions to customers' business, operational, sustainability, and expansion objectives.
• Present business cases, value propositions, lifecycle benefits, and strategic roadmaps to support customer investment decisions.

Segment Strategy & Cross-Functional Collaboration

• Align account strategies with the organization’s C&SP segment priorities, Secure Power strategy, and overall business objectives.
• Collaborate closely with Secure Power, Power Systems, Digital Energy, Services, Cooling, engineering, project execution, and marketing teams to deliver integrated customer solutions.
• Coordinate engagement across teams to provide customers with a consistent account strategy and experience.
• Provide market intelligence, competitive insights, customer investment outlook, and feedback to support segment strategy and business growth.
• Support early engagement with customers, consultants, designers, system integrators, and contractors to influence specifications and solution architecture.
• Identify opportunities to expand the organization’s share of wallet across the customer's data center lifecycle.

Performance & Reporting

• Achieve sales, profitability, order intake, and customer satisfaction targets.
• Monitor account performance, pipeline health, forecast accuracy, opportunity conversion, and strategic growth initiatives.
• Maintain visibility of major customer investment and expansion plans and translate these into actionable pipeline opportunities.
• Ensure timely escalation and resolution of customer issues while maintaining a high level of customer experience.
• Maintain accurate opportunity, account, and forecast information within CRM tools.

Qualifications & Experience

• Bachelor's degree in Electrical Engineering, Power Systems Engineering, Business, or a related discipline.
• Minimum 12 years of experience in key account management, technical sales, business development, or solution sales, preferably within data centers, cloud infrastructure, critical power, energy management, or digital infrastructure.
• Proven track record of managing strategic accounts and navigating complex, high-value sales cycles.
• Strong understanding of data center infrastructure, critical power systems, UPS, electrical distribution, cooling, energy management, automation, monitoring, and lifecycle services.
• Understanding of the requirements of hyperscale, colocation, cloud, and mission-critical environments.
• Demonstrated ability to engage effectively with C-level executives, technical decision-makers, procurement, and senior business stakeholders.
• Strong commercial, negotiation, and relationship-management skills.
• Experience with CRM tools such as Salesforce and structured account-planning methodologies.
• Excellent communication, presentation, and influencing skills.
• Knowledge of the Gulf data center and digital infrastructure market is highly desirable.

Preferred Competencies

• Strategic account management
• C&SP and data center market expertise
• Executive stakeholder engagement
• Complex solution and value-based selling
• Critical power and data center infrastructure knowledge
• Energy efficiency and sustainability
• Digitalization and data center lifecycle management
• Commercial and financial acumen
• Long-term account development
• Cross-functional leadership and collaboration
• Strategic negotiation and influencing

Rewards Designed for You
Our Total Rewards is our way of saying: We see you and we value you. It’s more than just pay and benefits—it’s a meaningful investment in you. It is designed to help you perform, grow, feel safe, and elevate your potential. The package helps you care for yourself and your family, plan your future, grow your skills and career, collaborate in an inclusive workplace, and contribute to your community.

Travel Details

• Country-specific programs and initiatives may be available.