Account Director – Data Center / Hyperscaler at Sperton Global AS

Job description

Sperton Global AS , a global recruitment and consulting firm with offices across Europe, Asia, and the Americas, is partnering with our client, a global leader in power technology and electrical infrastructure, to hire an Account Director – Data Center / Hyperscaler supporting strategic customer relationships in the San Francisco, California area . Role Overview The Account Director will manage one or more strategic data center and hyperscale accounts, owning the overall customer relationship while driving growth in orders, share of customer spend, and customer satisfaction. This is a senior strategic sales and account leadership role requiring the ability to coordinate across multiple business units, align internal teams and senior stakeholders, and maintain strong customer engagement from executive leadership through operational teams. The successful candidate will develop and execute strategic account plans, lead complex commercial negotiations, identify growth opportunities, and act as a central point for resolving customer issues. The role requires a strong understanding of customer business drivers, market dynamics, and energy technologies, with particular value placed on experience working with data center and hyperscale customers . The position is onsite , based in the San Francisco area , with approximately 30–40% travel required . Responsibilities • Own and manage the overall relationship with assigned strategic data center and hyperscale customers. • Develop relationships across all levels of the customer organization, including establishing and maintaining strong C-level relationships. • Build a deep understanding of customer business drivers, industry trends, economic developments, organizational dynamics, purchasing behavior, and competitive pressures. • Develop and execute comprehensive account and coverage plans aligned with customer priorities and business growth objectives. • Define and execute executive relationship strategies, prioritize opportunities, establish targets for key solution areas, and identify the appropriate commercial and technical resources required. • Drive revenue and order growth across assigned strategic accounts while expanding the client's share of customer spend. • Lead, facilitate, and conduct complex commercial negotiations for major strategic opportunities. • Coordinate cross-business-unit solutions to deliver an integrated and consistent customer experience. • Serve as a focal point for problem resolution, customer concerns, and complaint management, coordinating appropriate internal resources to achieve timely resolution. • Develop and maintain detailed knowledge of the client's current and emerging technologies, solution capabilities, strategy, and future direction. • Coordinate virtual account teams consisting of business units, front-line sales, sales operations, technical specialists, and other internal stakeholders. • Assume a leadership role in team selling, ensuring resources are aligned, prepared, and focused on the strategic account plan. • Identify specialist and local sales resources and ensure they understand the account strategy, priorities, and current customer activities. • Manage resources to support successful execution of strategic and operational account plans. • Mentor less experienced account managers and inside sales professionals where appropriate. • Lead the formation of capture teams and support strategic opportunity development and sales planning. • Direct complex customer solution projects and maintain effective project communication and steering committee participation. • Develop customer and stakeholder maps to identify key decision-makers, influencers, sponsors, and other critical relationships. • Monitor key customer activities, requirements, concerns, and opportunities across the organization. • Deliver high-impact, complex, strategic, and high-value solutions that create value for both the customer and the business. • Provide regular account reports, briefings, forecasts, and business reviews using established processes. • Build strong internal relationships with key business partners across multiple functions and levels of the organization. • Balance customer advocacy with internal business objectives, financial goals, and cross-business-unit priorities. Qualifications • Candidate must already have work authorization that permits them to work in the United States . No sponsorship is available. • Bachelor's degree in engineering, business, or a related discipline required; MBA preferred . • Minimum of 10 years of sales experience ; 12+ years of account management experience preferred . • Demonstrated experience managing large, complex, or strategic customer accounts. • Experience working with data center customers, preferably hyperscale customers . • Experience with energy, electrical infrastructure, or renewable energy technologies; knowledge of products such as transformers, high-voltage equipment, switchgear, circuits, or related technologies preferred. • Strong business acumen with a clear understanding of customer drivers, industry and market trends, and the competitive landscape. • Proven ability to develop strategic account plans, identify growth opportunities, and translate customer requirements into commercial opportunities. • Strong experience leading complex negotiations and developing long-term customer relationships. • Experience operating successfully within a matrixed organization and influencing cross-functional teams without direct authority. • Strong leadership skills with experience coordinating virtual account teams, specialists, sales resources, and internal stakeholders. • Excellent sales, relationship-building, communication, presentation, and problem-resolution skills. • Strong analytical and strategic thinking capabilities with the ability to evaluate complex information and develop innovative sales strategies. • Ability to manage high-impact commercial matters with sound judgment and a strong understanding of their potential effect on customer relationships and business objectives. • Based in or able to effectively support customers from the San Francisco, California area . • Willingness and ability to travel approximately 30–40% . Compensation & Benefits The anticipated salary range for this opportunity is $180,000–$271,000 , depending on work location, professional experience, qualifications, and overall fit for the position. The opportunity also includes access to a comprehensive benefits package that may include health and retirement benefits, paid leave, flexibility, professional development opportunities, and exposure to innovative energy technologies and complex strategic customer engagements . Sperton Global AS is an Equal Opportunity Employer. We provide equal employment opportunities to all applicants and employees without regard to race, color, religion, sex, age, sexual orientation, gender identity or expression, national origin, disability, marital status, veteran status, or any other characteristic protected by law.

Requirements

Must-haves

The Account Director will manage one or more strategic data center and hyperscale accounts, owning the overall customer relationship while driving growth in orders, share of customer spend, and customer satisfaction.
The position is onsite , based in the San Francisco area , with approximately 30–40% travel required .
Own and manage the overall relationship with assigned strategic data center and hyperscale customers.
Develop relationships across all levels of the customer organization, including establishing and maintaining strong C-level relationships.
Build a deep understanding of customer business drivers, industry trends, economic developments, organizational dynamics, purchasing behavior, and competitive pressures.
Develop and execute comprehensive account and coverage plans aligned with customer priorities and business growth objectives.
Define and execute executive relationship strategies, prioritize opportunities, establish targets for key solution areas, and identify the appropriate commercial and technical resources required.
Drive revenue and order growth across assigned strategic accounts while expanding the client's share of customer spend.
Lead, facilitate, and conduct complex commercial negotiations for major strategic opportunities.
Coordinate cross-business-unit solutions to deliver an integrated and consistent customer experience.
Serve as a focal point for problem resolution, customer concerns, and complaint management, coordinating appropriate internal resources to achieve timely resolution.
Develop and maintain detailed knowledge of the client's current and emerging technologies, solution capabilities, strategy, and future direction.
Coordinate virtual account teams consisting of business units, front-line sales, sales operations, technical specialists, and other internal stakeholders.
Assume a leadership role in team selling, ensuring resources are aligned, prepared, and focused on the strategic account plan.
Identify specialist and local sales resources and ensure they understand the account strategy, priorities, and current customer activities.
Manage resources to support successful execution of strategic and operational account plans.
Mentor less experienced account managers and inside sales professionals where appropriate.
Lead the formation of capture teams and support strategic opportunity development and sales planning.
Direct complex customer solution projects and maintain effective project communication and steering committee participation.
Develop customer and stakeholder maps to identify key decision-makers, influencers, sponsors, and other critical relationships.
Monitor key customer activities, requirements, concerns, and opportunities across the organization.

Nice-to-haves

Bachelor's degree in engineering, business, or a related discipline required; MBA preferred .
Minimum of 10 years of sales experience ; 12+ years of account management experience preferred .
Experience with energy, electrical infrastructure, or renewable energy technologies; knowledge of products such as transformers, high-voltage equipment, switchgear, circuits, or related technologies preferred.

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Benefits

Benefits detected in the listing.

Professional Development