Accounts associate Jobs in Santa Clara, CA

A dominant, high-growth player in the global data center and technology infrastructure market is seeking a Director, Strategic Accounts to lead a critical commercial function within its Business Development organization. The company is internationally recognized for supporting enterprise, cloud, AI, and high-performance computing environments with advanced infrastructure solutions used by some of the world’s largest technology customers.

This role is responsible for developing and executing the strategic account growth plan across major enterprise customers, cloud service providers, and channel partners. As a senior commercial leader, the Director will own executive-level client relationships, lead a multi-disciplinary team, influence cross-functional priorities, and drive long-term revenue expansion across a complex global customer base. This position is ideal for a leader with deep experience in strategic account management, enterprise sales leadership, channel partner development, and data center infrastructure.

Key Responsibilities

• Own the strategic direction, commercial performance, and long-term growth of a portfolio of global enterprise accounts and channel partners.
• Develop and execute account strategies that drive double-digit year-over-year revenue growth across cloud, enterprise, and technology infrastructure customers.
• Lead executive-level customer relationships and serve as the primary commercial sponsor for strategic accounts.
• Oversee major commercial aspects of customer programs, including pipeline management, product forecasting, pricing strategy, schedules, escalations, and new product development support.
• Build, lead, and develop a high-performing team of account leaders and technical pre-sales professionals.
• Provide leadership to Key Account Managers responsible for expanding pipeline and sustaining product portfolios with major technology customers.
• Oversee Technical Sales Engineers supporting the pre-sales and proposal process, ensuring rapid response times and high-quality technical information for clients.
• Ensure team adherence to the sales process, account planning standards, and commercial operating discipline.
• Act as the internal voice of the customer, ensuring client priorities and market feedback are reflected in business decisions and product direction.
• Partner closely with Marketing to develop high-impact sales collateral, proposals, and customer-facing materials.
• Work cross-functionally with Product, Engineering, and other internal stakeholders to maintain deep knowledge of the company’s hardware and service offerings.
• Support the review and negotiation of customer agreements, commercial terms, and strategic contracts.
• Contribute market intelligence, account insight, and growth recommendations to senior leadership.
• Ensure adherence to company policies, procedures, and business standards.
• Travel internationally as required, approximately 20% or more.

Requirements

• Bachelor’s degree in Engineering, Business Administration, Commerce, or a related field.
• 8+ years of experience in complex, multi-stakeholder enterprise account management, strategic sales, or commercial leadership roles supporting large IT or technology organizations.
• 5+ years of experience leading teams of 10 or more, including direct people leadership and cross-functional contributors.
• Demonstrated success in developing and executing strategic business plans that drive sustained revenue growth and long-term customer partnerships.
• Strong commercial acumen, with experience managing forecasts, pricing, customer escalations, and complex account planning processes.
• Knowledge of data center, enterprise IT, and digital infrastructure markets.
• Strong executive presence and the ability to influence senior stakeholders internally and externally.
• Ability to balance strategic thinking with disciplined operational execution in a fast-paced, high-growth environment.

Preferred Qualifications

• Experience working with hyperscale data centers, cloud service providers, or large enterprise infrastructure customers.
• Familiarity with data center cooling strategies or adjacent thermal and infrastructure technologies.
• Experience leading teams that include both commercial account leaders and technical pre-sales resources.
• Strong background in B2B technology sales, channel partnerships, and customer lifecycle growth.

Benefits

• The opportunity to join a globally recognized and highly profitable technology infrastructure company during a period of rapid international growth.
• A visible leadership role with meaningful influence on customer strategy, revenue performance, and market expansion.
• A collaborative, fast-paced culture centered on innovation, accountability, and customer impact.
• Competitive compensation and comprehensive health benefits starting on day one.
• Paid vacation, flex days, and a company-wide holiday shutdown.
• A casual yet professional work environment.
• Retention-focused rewards, including additional vacation and monetary recognition tied to tenure.
• Company-funded retirement contributions to support long-term financial goals.