Director of Strategic Accounts

Salute Inc.

10h

About The Position

The Director of Strategic Accounts is responsible for driving revenue growth by identifying, developing, and expanding customer relationships across Salute’s data center services portfolio. This role is focused on winning new business, growing strategic accounts, and positioning Salute as a trusted partner across the full lifecycle of mission critical facilities.

The Director of Strategic Accounts works closely with Solutions Engineering, Operations, Supply Chain, Customer Success, and Leadership to develop winning strategies, shape customer solutions, and convert opportunities into profitable revenue. This role is expected to build strong executive relationships, understand customer business priorities, and align Salute’s capabilities to customer needs across advisory, operations, maintenance, technical services, staffing, and broader data center lifecycle support.

Requirements

• 5+ years of sales, business development, or account management experience in data center services, mission critical environments, facilities services, technical services, construction-related services, or a closely related industry
• Demonstrated success in developing and closing complex service-based opportunities
• Experience working with large enterprise, Fortune 500, hyperscale, colocation, or mission critical customers
• Strong understanding of the data center ecosystem, including customer stakeholders, buying cycles, and operational priorities
• Strong commercial acumen, including pricing, margin awareness, and contract negotiation support
• Excellent communication, presentation, and relationship-building skills
• Proficiency with CRM platforms and sales enablement tools
• Highly organized, self-directed, and results-oriented

Nice To Haves

• Experience selling services related to data center operations, maintenance, staffing, technical projects, commissioning, or broader lifecycle services
• Bachelor’s degree in Business, Engineering, or a related field
• Military experience
• Experience navigating cross-functional, solution-based sales environments

Responsibilities

• Develop and execute territory and account strategies to drive new logo acquisition and expansion within existing accounts.
• Identify, qualify, and prioritize opportunities aligned to target customers, growth objectives, and Salute service offerings.
• Build and maintain a healthy pipeline of qualified opportunities across all stages of the sales cycle.
• Lead the sales process from prospecting through contract execution and handoff for delivery.
• Consistently achieve or exceed revenue, margin, and growth targets.
• Develop trusted relationships with customer stakeholders, including operations, facilities, procurement, construction, and executive leadership.
• Understand customer business drivers, operational pain points, and site-specific needs to position tailored solutions.
• Drive account planning and pursuit strategy for priority accounts, including growth plays, competitive positioning, and next-step actions.
• Expand wallet share by identifying opportunities to cross-sell and upsell additional Salute services.
• Partner with Solutions Engineering, Operations, and other internal teams to develop commercially sound and operationally executable solutions.
• Support the development of proposals, pricing strategies, scopes of work, and customer presentations.
• Ensure customer requirements, risks, and expectations are clearly communicated internally throughout the sales cycle.
• Collaborate effectively across business functions to improve speed, quality, and consistency of pursuit efforts.
• Lead customer discussions related to commercial terms, pricing, and overall value proposition.
• Support contract negotiations in partnership with leadership, legal, and finance to help drive timely deal closure.
• Maintain discipline around deal quality, profitability, and alignment to company guardrails.
• Accurately manage pipeline, forecasts, and account activity within CRM and other sales tools.
• Maintain strong working knowledge of the data center market, including hyperscale, colocation, enterprise, and emerging AI / high-performance computing environments.
• Stay current on market trends, competitor positioning, customer buying behavior, and industry developments.
• Bring market insight back into the organization to support service innovation, account strategy, and go-to-market planning.

Benefits

• Time to Recharge: Enjoy 8 company-paid holidays, 2 floating holidays, and PTO so you can rest, celebrate, and take care of what matters most.
• Comprehensive Benefits Package: Including Medical, Dental, and Vision that you can enroll in starting on Day 1. Coverage begins the first of the month following 30-days of employment.
• Peace of Mind: The Employee Assistance Program is available to all employees, even if you do not participate in the benefits package.
• Your financial future matters: Enjoy our employer-supported 401(K) with immediate 100% vesting, plus a 3% employer match and a 50% match on the next 2%.
• Wellness Support: Access to HSA, mental health resources, and gym discounts—because your health matters.
• Extra Protection & Perks: Through discounted group programs, such as legal services, home & auto insurance, pet insurance, and ID theft protection for life’s unexpected moments.

What This Job Offers

• Job Type: Full-time
• Career Level: Director