The Strategic Account Manager - Multi Tenant Data Center is responsible for driving profitable growth across a named portfolio of multi-tenant data center customers in India. The successful candidate must be comfortable working with C-suite and senior leadership for strategic alignment, business reviews and commercial value, while also engaging project, engineering, operations, procurement and site teams on execution-level requirements.
Responsibilities:
- Develop and maintain trusted relationships with senior leadership, C-suite stakeholders and key decision makers within assigned data centre operators and multi-tenant data centre customers.
- Lead strategic account planning for the named customer portfolio, including account mapping, opportunity development, stakeholder engagement and execution priorities.
- Position Wesco Anixter as a strategic infrastructure solutions partner.
- Lead business reviews, executive engagement sessions and strategic alignment discussions with customers.
- Maintains and manages a pipeline of opportunities at named accounts, including renewals, projects, and share improvement opportunities.
- Communicates customer activity, opportunity status, renewal status, and strategic plan progress to management.
- Leads solution development efforts that best address customer needs.
- Engages supplier sales resources to enlist their support and create solutions.
- Expert in strategic selling and takes the lead in high level sales engagements. Provides pre and post-call coaching to branch sales team.
- Conduct customer discovery to understand business, technical, commercial and operational priorities.
- Map customer challenges into relevant infrastructure, supply chain and deployment service solutions.
- Influence solution design, specifications and project requirements during early-stage planning and deal-shaping discussions.
- Develop commercial value propositions that differentiate Wesco Anixter beyond product availability and price.
- Support customers in identifying solutions that improve execution certainty, operational efficiency and total cost of ownership.
Qualifications:
- Minimum 10+ years of sales, business development or strategic account management experience.
- Direct selling experience of at least 3-5 years into the data center market is mandatory.
- Proven track record of managing strategic customer relationships and delivering revenue, margin and pipeline growth.
- Demonstrated ability to influence complex, multi-stakeholder sales opportunities involving customers, consultants, EPCs, system integrators, contractors, vendors and internal teams.
- Strong understanding of data centre procurement cycles, project lifecycle stages, infrastructure buying processes and decision-making structures.
- Ability to engage confidently with both senior executives and execution-level stakeholders.
- Strong communication, negotiation, commercial structuring and customer management skills.
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Wesco International, Inc., including its subsidiaries and affiliates (“Wesco”) provides equal employment opportunities to all employees and applicants for employment. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. US applicants only, we are an Equal Opportunity Employer.
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This posting is for a current, active vacancy intended for immediate hire.
