What are the responsibilities and job description for the National Account Executive, Colocation position at Ark?
Description
Job Summary:
The National Account Executive, Wholesale Colocation is a quota-carrying seller who wins and expands large-format colocation and build-to-suit opportunities across Ark’s national footprint. You target edge scaler, large enterprise, AI / HPC, and wholesale customers with capacity requirements from several hundred kilowatts to multi-megawatt, multi-site commitments.
This is a strategic, complex-deal role for a seller who has closed large data center transactions before, is fluent in the commercial and technical language of wholesale colocation, and can navigate sophisticated procurement, real estate, legal, and executive processes over long sales cycles.
Please note this role is hybrid remote and located in one of Ark Data Centers states.
Requirements
WHAT YOU’LL DO:
Strategic pursuit and account development
National role. Expect 50% travel to customer sites, Ark facilities, industry events, and executive briefings, including multi-day trips and periodic international travel where required by named-account strategy.
Compensation
Competitive base salary plus performance-based variable compensation tied to quota attainment and bookings. Full benefits, 401(k) with company match, and long-term incentive participation where applicable. Final offer reflects experience, skills, and market location.
INFORMATION SECURITY
This role handles sensitive Ark and customer information. The employee is expected to perform all duties in accordance with Ark Data Centers’ information security policies, safeguarding the confidentiality, integrity, and availability of company and customer assets, including networks, systems, business information, and customer data. Violations may result in disciplinary action, up to and including termination and civil or criminal proceedings.
EQUAL OPPORTUNITY
Ark Data Centers is an Equal Opportunity Employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.
Job Summary:
The National Account Executive, Wholesale Colocation is a quota-carrying seller who wins and expands large-format colocation and build-to-suit opportunities across Ark’s national footprint. You target edge scaler, large enterprise, AI / HPC, and wholesale customers with capacity requirements from several hundred kilowatts to multi-megawatt, multi-site commitments.
This is a strategic, complex-deal role for a seller who has closed large data center transactions before, is fluent in the commercial and technical language of wholesale colocation, and can navigate sophisticated procurement, real estate, legal, and executive processes over long sales cycles.
Please note this role is hybrid remote and located in one of Ark Data Centers states.
Requirements
WHAT YOU’LL DO:
Strategic pursuit and account development
- Own a named-account and vertical-based territory of hyperscale, edge scaler, large enterprise, AI / HPC, and wholesale prospects; develop a written account plan and multi-year pursuit strategy for each.
- Identify, qualify, and close large-format colocation opportunities: multi-hundred-kilowatt to multi-megawatt, single- and multi-site, powered-shell, and build-to-suit engagements.
- Build executive-level relationships across IT, cloud, real estate, procurement, sustainability, and the C-suite within each target account.
- Maintain an active named-account pipeline of at least 3–4x annual quota with rigorous stage discipline and forecast accuracy in Salesforce.
- Lead multi-month to multi-year sales cycles involving RFI / RFP / RFQ, capacity reservations, and phased delivery commitments.
- Partner with Sales Engineers & Solutions Architects, critical facilities engineering, product, finance, and legal to shape economics, commercial terms, and contract structure (MSAs, service orders, LOIs, capacity agreements).
- Model deal economics: pricing, ramp, escalators, power commitments, SLA structure, and capital implications; defend the recommendation to Ark leadership and to the customer.
- Coordinate with construction, capacity planning, and operations on delivery commitments; hold the line on standards and margin while structuring deals customers will actually sign.
- Represent Ark at national and industry-level events (data center, cloud, AI infrastructure, and vertical conferences); host executive briefings and multi-facility tours.
- Build and maintain relationships across the wholesale ecosystem: hyperscaler real estate and infrastructure teams, brokers, consultants, EPCs, network carriers, and cloud on-ramp providers.
- Serve as a market voice back into Ark product, capacity, and strategy: surface competitive intelligence, customer requirements, and pricing dynamics.
- Own the long-term customer relationship for named wholesale accounts; run executive QBRs and multi-year capacity planning conversations.
- Drive expansion into additional sites, additional power blocks, and adjacent services (interconnection, managed services, hybrid cloud) once the initial anchor is in place.
- 8 years of quota-carrying enterprise sales experience, with at least 5 years selling wholesale colocation, hyperscale data center capacity, or large-format critical infrastructure.
- A track record of closing multi-megawatt and / or multi-site colocation transactions, or comparable large-format infrastructure deals.
- Deep working knowledge of the wholesale ecosystem: hyperscaler procurement patterns, data center REITs, brokers, EPCs, and the commercial constructs used in large capacity deals.
- Fluency in the commercial and technical vocabulary of critical facilities: power (kW, MW, PUE), cooling, resiliency (N, N 1, 2N), interconnection, and delivery timelines.
- Executive-level presence with C-suite, real estate, and infrastructure buyers; ability to defend commercial and technical positions under sophisticated procurement pressure.
- Rigorous use of Salesforce and a modern sales methodology (MEDDPICC or equivalent) for named-account planning, pipeline management, and forecast accuracy.
- Bachelor’s degree in Business, Engineering, or a related field; MBA a plus.
- Established relationships with hyperscale infrastructure and real estate teams, AI / HPC buyers, or large enterprise data center decision-makers.
- Experience selling into or alongside data center REITs, wholesale operators, or hyperscale providers.
- Prior experience negotiating LOIs, capacity reservations, and long-term MSAs with sophisticated legal and procurement counterparties.
- Salesforce for named-account planning, pipeline, and forecast; disciplined data hygiene expected.
- Deal modeling tools (Excel-based pricing models, CPQ) and executive-grade presentation tools (PowerPoint, Visio, and equivalents).
- Sales engagement, market intelligence, and account-based platforms as needed to support named-account motion.
National role. Expect 50% travel to customer sites, Ark facilities, industry events, and executive briefings, including multi-day trips and periodic international travel where required by named-account strategy.
Compensation
Competitive base salary plus performance-based variable compensation tied to quota attainment and bookings. Full benefits, 401(k) with company match, and long-term incentive participation where applicable. Final offer reflects experience, skills, and market location.
INFORMATION SECURITY
This role handles sensitive Ark and customer information. The employee is expected to perform all duties in accordance with Ark Data Centers’ information security policies, safeguarding the confidentiality, integrity, and availability of company and customer assets, including networks, systems, business information, and customer data. Violations may result in disciplinary action, up to and including termination and civil or criminal proceedings.
EQUAL OPPORTUNITY
Ark Data Centers is an Equal Opportunity Employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.