What are the responsibilities and job description for the Senior Strategic Account Manager position at Wesco?
The Strategic Account Manager - Multi Tenant Data Center is responsible for driving profitable growth across a named portfolio of multi-tenant data center customers in India. The successful candidate must be comfortable working with C-suite and senior leadership for strategic alignment, business reviews and commercial value, while also engaging project, engineering, operations, procurement and site teams on execution-level requirements.
Responsibilities:
- Develop and maintain trusted relationships with senior leadership, C-suite stakeholders and key decision makers within assigned data centre operators and multi-tenant data centre customers.
- Lead strategic account planning for the named customer portfolio, including account mapping, opportunity development, stakeholder engagement and execution priorities.
- Position Wesco Anixter as a strategic infrastructure solutions partner.
- Lead business reviews, executive engagement sessions and strategic alignment discussions with customers.
- Maintains and manages a pipeline of opportunities at named accounts, including renewals, projects, and share improvement opportunities.
- Communicates customer activity, opportunity status, renewal status, and strategic plan progress to management.
- Leads solution development efforts that best address customer needs.
- Engages supplier sales resources to enlist their support and create solutions.
- Expert in strategic selling and takes the lead in high level sales engagements. Provides pre and post-call coaching to branch sales team.
- Conduct customer discovery to understand business, technical, commercial and operational priorities.
- Map customer challenges into relevant infrastructure, supply chain and deployment service solutions.
- Influence solution design, specifications and project requirements during early-stage planning and deal-shaping discussions.
- Develop commercial value propositions that differentiate Wesco Anixter beyond product availability and price.
- Support customers in identifying solutions that improve execution certainty, operational efficiency and total cost of ownership.
Qualifications:
- Minimum 10 years of sales, business development or strategic account management experience.
- Direct selling experience of at least 3-5 years into the data center market is mandatory.
- Proven track record of managing strategic customer relationships and delivering revenue, margin and pipeline growth.
- Demonstrated ability to influence complex, multi-stakeholder sales opportunities involving customers, consultants, EPCs, system integrators, contractors, vendors and internal teams.
- Strong understanding of data centre procurement cycles, project lifecycle stages, infrastructure buying processes and decision-making structures.
- Ability to engage confidently with both senior executives and execution-level stakeholders.
- Strong communication, negotiation, commercial structuring and customer management skills.
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