Senior Account Manager

Key Responsibilities

1. Account Management & Business Development

• Develop and maintain strong relationships with key Data Center owners, operators, consultants, EPC contractors, M&E contractors, main contractors, and system integrators.
• Identify and develop new business opportunities within the Data Center and mission-critical infrastructure sector.
• Understand customers' business requirements, project plans, technical specifications, and procurement strategies.
• Develop account strategies and maintain a healthy sales pipeline for HVAC, Chiller, CRAC/CRAH and related cooling solutions.
• Act as the primary commercial and technical point of contact for assigned strategic accounts.
• Drive customer engagement from initial opportunity identification through quotation, negotiation, award, and project completion.
• Monitor market trends, competitor activities, technology developments, and upcoming Data Center projects.

2. Pre-Sales & Solution Development

• Lead and support pre-sales activities for HVAC and cooling solutions for Data Center projects.
• Engage with customers, consultants, and contractors to understand project requirements and develop suitable technical solutions.
• Review and interpret HVAC specifications, tender documents, equipment schedules, drawings, and performance requirements.
• Work closely with engineering teams to develop technically compliant and commercially competitive solutions.
• Support the preparation of technical proposals, commercial quotations, equipment selections, value engineering proposals, and tender submissions.
• Participate in technical presentations, clarification meetings, design review meetings, and customer negotiations.
• Provide technical advice on chillers, CRAC/CRAH units, cooling systems, chilled water systems, pumps, heat rejection systems, controls/BMS, and associated HVAC infrastructure.
• Identify opportunities for value engineering, energy efficiency, reliability, redundancy, and total cost-of-ownership improvements.

3. Project Award & Delivery

• Support the transition of projects from sales/pre-sales into project execution to ensure that customer requirements and commercial commitments are clearly communicated to the delivery team.
• Work closely with Project Managers, Engineering, Procurement, and Operations teams throughout project execution.
• Maintain regular communication with customers and provide updates on project progress, technical matters, commercial issues, and key milestones.
• Assist in resolving technical and commercial issues that may arise during project delivery.
• Support variation orders, additional works, claims, and commercial negotiations with customers.
• Ensure customer expectations are managed effectively throughout the project lifecycle.
• Participate in project meetings, design reviews, commissioning discussions, and handover activities when required.
• Maintain strong customer relationships beyond project completion to support repeat business and future opportunities.

4. Technical & Commercial Leadership

• Provide technical-commercial leadership for Data Center cooling solutions.
• Ensure proposed solutions are technically sound, commercially viable, and aligned with customer requirements.
• Work with internal engineering teams to evaluate equipment selection, system design, performance requirements, redundancy concepts, and operational considerations.
• Review project risks, technical requirements, commercial conditions, and contractual obligations before project commitment.
• Provide technical input into sales strategies, project costing, pricing, and negotiations.
• Mentor and provide technical guidance to junior sales/account management personnel where required.

5. Customer & Stakeholder Management

• Build long-term relationships with senior decision-makers and technical stakeholders.
• Engage effectively with Data Center operators, consultants, M&E engineers, project managers, procurement teams, contractors, and equipment manufacturers.
• Represent the company professionally in customer meetings, technical presentations, industry events, and project discussions.
• Understand customer pain points and translate them into practical engineering and commercial solutions.