Key Account Manager

About CoolIT Systems

CoolIT Systems was established in Calgary, Alberta in 2001 and is recognized as a leading provider of direct liquid cooling technology for data centers, supercomputers, and desktop systems. The company designs and manufactures solutions that are used by some of the world’s largest technology organizations.

CoolIT has received several recent honors, including recognition among The Americas’ Fastest Growing Companies 2023 by Financial Times, the Deloitte Fast 50 Clean Technology award in 2022, and inclusion in the Deloitte Fast 500 in both 2021 and 2022. With rapid growth driven by demand for generative AI, high-performance computing, and cloud solutions, this is a strong opportunity to join a growing team in a dynamic industry.

Role Overview

This position is for a hunter-focused Key Account Manager supporting targeted cloud service provider and hyperscaler accounts. The role centers on identifying, pursuing, and winning strategic opportunities, increasing share of wallet, and turning valuable prospects into long-term customers. The role contributes to business growth in the data center market through new customer acquisition and market expansion.

This is a remote role with a preference for candidates based on the US west coast, especially the Seattle or San Francisco Bay area.

Responsibilities

• Build and carry out a territory and account plan aimed at identifying, pursuing, and winning 1 to 3 named hyperscale liquid cooling customers or prospects in the region.
• Assess customer needs, business challenges, goals, and competitive position to propose tailored cooling solutions that support sales growth.
• Serve as the main commercial contact for target accounts by driving outreach, surfacing opportunities early, qualifying demand, and moving prospects through the sales cycle to close.
• Create, advance, and close a strong pipeline that meets or exceeds pipeline, bookings, and forecast expectations.
• Lead customer contract review and negotiation, coordinating stakeholder inputs to support contract execution.
• Develop account penetration strategies that drive double-digit revenue growth through new program wins, competitive replacement, and adjacent expansion opportunities.
• Apply technical knowledge of data center operations and cooling solutions.
• Work closely with Operations to support successful project execution from early discussions through delivery and implementation.
• Track industry trends, competitor activity, whitespace opportunities, and customer buying triggers to shape pursuit strategy.
• Share market intelligence and customer feedback to support product development and innovation.
• Monitor performance metrics and quality standards and drive continuous improvement efforts where needed.
• Follow company policies and procedures.
• Be available for international travel of up to 40% within the territory and up to 25% internationally.

Requirements

• At least 8 years of experience in business development, strategic sales, or account management, with a strong preference for hunter-style sales experience.
• At least 4 years of experience in a manufacturing or advanced technology company.
• Bachelor’s degree in Business Administration, Engineering, Computer Science, or a related discipline.
• Proven success in closing complex enterprise deals in a sales-led environment, including opportunity creation, deal shaping, and closing with Fortune 50 clients.
• Hands-on experience with major cloud service providers, especially the large five.
• Strong commercial judgment, a bias toward action, persistence, and accountability in achieving revenue and customer goals.
• Ability to perform well in a fast-moving and changing work environment.
• Preferred background in data center infrastructure, cooling systems, or related technical fields.
• Experience working with CRM and ERP platforms such as Oracle NetSuite, SAP, Salesforce, or ServiceNow, with Oracle NetSuite preferred.
• Strong organizational and analytical capability, with the ability to deliver under tight deadlines.
• Excellent leadership and relationship-building skills across different levels of the organization.
• Strong executive communication and C-suite presence, with the ability to influence decisions.
• High energy, resilience, urgency, and adaptability in competitive sales cycles.
• Successful candidates must complete background screening, including criminal record and education verification.

Why CoolIT

CoolIT aims to be an employer of choice and focuses on offering career growth and development opportunities that support its culture, vision, and values.

Additional Information

The company thanks all applicants in advance, but only candidates selected for an interview will be contacted.

Successful candidates will be required to undergo background checks, including criminal records and education verification.