Director Strategic Account Management

The successful candidate will combine strategic account leadership, customer relationship management, technical credibility and disciplined deal execution.

• Develop and execute strategic account plans for priority EPCs and data center developers.
• Build and manage a qualified pipeline of $10 million-plus projects from concept/ specification through award.
• Build relationships with executive, commercial and technical stakeholders to understand business priorities, project requirements, risk factors and decision criteria.
• Lead consultative selling of gas skid and station solutions, translating customer requirements into differentiated technical and commercial value propositions.
• Shape opportunities early by influencing project specifications, approved-vendor strategies, front-end engineering decisions and procurement approaches.
• Coordinate cross-functional pursuit teams across proposals, project engineering, project execution, procurement, services, legal, finance and supply chain.
• Own commercial strategy, proposal quality, contract negotiations and value-based deal positioning while protecting margin and managing risk.
• Maintain accurate opportunity data, account plans, forecasts, competitive intel and executive updates in the customer relationship management system.
• Represent the business at customer meetings, industry events and executive reviews; monitor data center, energy infrastructure and competitive trends.
• Ensure effective transition from sales to project execution and remain engaged through commissioning, service and expansion opportunities.

Solution and Product Portfolio

• Integrated skid and station packages for fuel gas conditioning, flow metering, pressure monitoring and regulation and gas composition analysis
  • Gas flow measurement solutions
  • Pressure regulation and monitoring solutions
  • Gas quality measurement, analysis and flow computing solutions.
  • Gas leak detection systems.
  • Pressure and temperature measurements

• 10+ years’ experience in complex solution sales and strategic accounts sales within EPCs and major industrial customers. 
• Demonstrated success leading long-cycle, $10M+ dollar pursuits.
• Ability to communicate technical concepts and business value effectively to executive, engineering, procurement and operations audiences.
• Strong commercial judgment, financial acumen, execution discipline and executive presence.
• Ability to travel to customer sites, project locations and industry events as required.

Preferred Qualifications

• Degree in engineering, business or related discipline.
• Direct experience selling to hyperscale, colocation or enterprise data center customers and their EPC partners.
• Relationships at major US EPCs
• Experience with gas metering, pressure regulation, gas quality, instrumentation, controls or packaged skid systems.

Measures of Success

• Growth in qualified pipeline, bookings and margin performance on bookings.

Leadership Attributes

Strategic, customer-focused and highly collaborative, with the ability to simplify complexity, mobilize diverse teams, make sound decisions under ambiguity and maintain accountability from opportunity development through customer delivery.