Senior Account Manager - Data Centre Sector

About the Role

We are collaborating with a premier global infrastructure company to recruit a Senior Account Manager for its data centre division focusing on the EMEA region. This pivotal role handles a portfolio comprised of Europe's largest colocation data centre developers. The company currently provides white space solutions, which encompass components inside the data halls such as racks, structured cabling, connectivity, and containment. The core objective is to drive growth in gray space solutions, involving key building systems like electrical distribution, switchgear, busway, cooling, controls, fire safety, and security.

Key Responsibilities

• Develop and execute EMEA account strategies for 4-5 strategic data centre developer clients, maintaining comprehensive multi-year plans.
• Lead demand generation and new business development activities, accounting for approximately 60% of role focus, by identifying and shaping opportunities prior to formal requests for quotes or tenders.
• Analyze each client’s development pipeline, construction approaches, design norms, and procurement frameworks while establishing stakeholder engagement across functions and multiple countries.
• Engage early with design, engineering, construction, procurement, and supply-chain teams to influence technical specifications and preferred solutions.
• Drive expansion from white space offerings into gray space infrastructure areas including medium/low-voltage power, busway, cabling, cooling and liquid cooling systems, building management and control systems, security, fire and life safety, modular and prefabricated products, and logistics services.
• Coordinate involvement of technical experts at appropriate stages, retaining commercial accountability for opportunities.
• Collaborate closely with local country sales teams managing daily operations and US-based global account managers to align global customer priorities with EMEA strategies.
• Translate pipelines into defined projects, managing backlog, revenue, and gross margin, maintaining accountability even as transactions pass through local teams, contractors, or channel partners.
• Oversee EMEA framework, preferred-supplier, supply-chain, and service agreements, facilitating widespread adoption of global agreements regionally.
• Monitor and report on key performance indicators including revenue, margin, pipeline, backlog, and market penetration.

Desired Qualifications and Experience

• Between 5 to 10 years of professional experience in commercial or business development roles specifically within data centre construction or mission-critical infrastructure sectors.
• Demonstrated success in generating demand and securing projects through proactive pre-tender engagement, rather than merely responding to formal bidding processes.
• Comprehensive understanding of the construction lifecycle, encompassing site and power strategies, design, procurement, construction, commissioning, and handover phases.
• Comfortable managing complex multinational or EMEA-wide accounts and experienced coordinating cross-border projects.
• Proven capability of influencing outcomes without formal authority and driving results through matrixed teams.
• Preference for a value-driven selling approach as opposed to focusing solely on products or pricing.
• Previous background with an infrastructure original equipment manufacturer (OEM) specializing in power, cooling, network, controls, security, or modular components; or experience at a mission-critical contractor, engineering/design consultancy, or similar capital-intensive infrastructure organization.
• Proficiency in business-level English and willingness to undertake 25–50% travel across EMEA regions.