The Senior Global Account Manager will be responsible for developing new prospects and interacting with assigned Multi-Tenant Data Centre and hyperscale/cloud customers and strategic channel partners to increase sales and margin of the Company's products and/or services; your primary focus will be face-to-face selling and account management activities to meet sales revenue goals by assessing customer needs and suggesting appropriate products, services and/or solutions and ensure a smooth sales process.
You will also support execution of the AEC (Architects, Engineering and Contractor) program with these accounts across the regions, ensuring early engagement across the data centre project lifecycle and alignment with customers, consultants, contractors, partners, regional teams, and internal stakeholders.
This position requires strong commercial leadership, creativity, and the ability to engage technical, operations, supply chain, and executive stakeholders through bids, presentations, proposals, account plans, demonstrations, and customer-facing solutions.
Responsibilities:
- Ensures achievement of global sales revenue targets.
- Ability to elevate and cultivate executive level relationships across countries (internally and externally).
- Ability to negotiate large contracts, master supply agreements, master contractual agreements. Good understanding of legal contract terms. Must be able to understand the risk landscape and financial impacts of these contracts. Need to understand both local impact of contracts, as well as global implications.
- Expert ability to identify opportunities, assemble pursuit plan, lead contract negotiation, and assemble execution team to meet expected program/project financial performance.
- Strong ability to develop and execute strategies to attract, grow, and maintain global customer relationships, including executive relationships, customer mapping, and reference selling.
- Accountable to senior management globally to lead the development and execution of the Strategic Account Plans.
- Provide tactical and strategic leadership in opportunity identification & issue resolution occurring within assigned account and/or business unit.
- Takes the lead in pursuing new agreements, Value-Add/Total Cost of Ownership (TCO) commitments and increasing customer wallet-share.
- Maintains and manages a pipeline of opportunities at named accounts, including Renewals, Projects, and share improvement opportunities.
- Engages strategic supplier senior sales and senior management resources to enlist support and create solutions that adhere to corporate supplier strategy implications.
- Strong capability to identify opportunity for related services offered by company, facilitate introductions, and engage in multi-person sales cycle while retaining customer control.
- Cross collaboration across the entire Wesco organization, identify strategic solutions that “own the building”.
- Communicates Customer Activity, Opportunity Status, Renewal Status, and Strategic Project progress to executive team.
- Expert in strategic selling and takes the lead in high level sales engagements.
- Identifies opportunities for improvement and recommends internal and external innovative solutions new to the marketplace.
Qualifications:
- High School Degree or Equivalent required
- Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred
- 7+ years - sales experience in outside sales or global account management
- History of success maintaining and developing key relationships.
- Ability to strategically manage large complex projects.
- Ability to understand where potential exists in assigned accounts and can recognize and create opportunities.
- Understanding of business and management principles involved in strategic planning, resource allocation, leadership techniques, production methods and coordination of people and resources.
- Effective communication and interpersonal skills with an aptitude for building strong client relationships.
- Ability to network and navigate the political landscape of large complex customers, with a focus on reaching the decision-maker regardless of title.
- Negotiation and problem-solving skills.
- Knowledge of macro datacenter industry and trends is a strong advantage.
- Fluency in Norwegian is a requirement for this role.
- Proficiency with CRM software and Microsoft Office.
- A confident and relentless approach that can withstand significant internal & external pressure.
- Understands how to navigate across cultures.
- 7 years - Experience selling at an executive level as a key account manager/management of large account portfolios.
- 7 years - Experience in executing in a matrix organization managing multiple stakeholders and projects.
- Ability to travel 25% - 50%
#LI AJ1