The posting
ABOUT THE ROLE We are seeking an experienced and dynamic Strategic Account Director to join our team to own and grow strategic hyperscale relationships. The ideal candidate will have a proven track record in managing and expanding relationships with hyperscale customers in the data centre industry. This role is pivotal in driving revenue growth, developing strategic partnerships, and ensuring customer satisfaction. This role carries end-to-end accountability for revenue growth, executive engagement, and long-term partnership development with the world’s leading cloud and hyperscale data centre operators.
RESPONSIBILITIES Account Management: • Develop and maintain strong, long-term relationships with western hyperscale datacentre clients at the executive, C level of engagement. • Serve as the primary point of contact for key accounts, addressing their needs and ensuring customer satisfaction. • Regularly meet with clients to understand their business goals, strategies, ROI and challenges. • Develop and execute account plans to drive growth and achieve sales targets. • Expert at building multi-threaded relationships across technical, operational, and executive departments.
Sales Strategy and Execution: • Partner with C-suite stakeholders to define and deliver on business outcomes. • Identify and pursue new business opportunities within existing and potential western hyperscale accounts. • Collaborate with internal teams to develop tailored solutions that meet client needs. • Lead negotiations and close high-value contracts, ensuring terms align with company goals. • Track and report on key metrics, including sales performance, customer feedback, and market trends. • Work closely with marketing, resources development, and technical teams to deliver comprehensive solutions to customers.
Market and Industry Analysis: • Strong understanding of hyperscale buying models, procurement processes, and vendor governance. • Familiarity with capacity planning, power and cooling constraints, and phased data centre expansion models. • Stay informed about industry trends, competitive landscape, and emerging technologies. • Leverage industry knowledge to position the company as a leader in the data centre market. • Attend industry events, conferences, and trade shows to network and promote the company’s offerings.
- Bachelor’s degree in Business, Engineering, IT, or a related field; MBA or advanced degree is a plus.
- 8–12+ years of progressive experience in enterprise or hyperscale account sales within the datacentre, cloud infrastructure, or critical facilities ecosystem.
- Demonstrated ownership of one or more global hyperscale customers and growing relationships with hyperscale customers (e.g., AWS, Microsoft, Google, Oracle, Meta), including quota responsibility, contract negotiation, and expansion across multiple regions or sites.
- Proven success closing complex, high-value, multi-stakeholder deals involving long sales cycles and technical solutioning.
- Strong understanding of datacentre infrastructure, cloud computing, and related technologies.
- Executive-level communication and commercial negotiation capability
- Strategic thinker with the ability to develop and execute long-term account plans.
- Ability to work independently and as part of a team in a fast-paced, dynamic environment.
- Results-driven with a focus on achieving and exceeding targets. Ability to balance short-term revenue delivery with long-term strategic account value.
- Strong commercial judgment in pricing, contract structure, and risk management.
- Exceptional interpersonal skills with the ability to build rapport and trust with clients.
- Adaptable and resilient, able to handle challenging situations and changing priorities.
- Willingness to travel up to 50% of the time to meet with clients, attend industry events, and visit company locations as necessary.
