Director of Strategic Accounts - Hyperscale

Director Of Strategic Accounts Hyperscale

LOCATION: ASHBURN, VA (Remote w/ travel)
Janitza LP is the North American arm of Janitza electronics GmbH, a leading German manufacturer of electrical power monitoring hardware and software. A family-owned business, we make hardware and software to measure and analyze power quality measures for our data centers, mission critical facilities, and industrial manufacturing customers. With our tools, companies can take action to reduce energy costs, improve uptime, and decrease their carbon footprint.
Our North American branch, established in 2018, is growing quickly. We're looking for a Director of Strategic Accounts to drive our expansion in the Mission Critical market and optimize sales strategies to meet company goals.
Reporting directly to VP of Sales and Marketing, we are seeking a highly motivated and experienced Director of Strategic Accounts with a deep understanding of the hyperscale ecosystem - including operators, cloud providers, major colocation players, and their integration partners.
This role is designed for a true hunter: a strategic thinker who can open doors, build executive-level relationships, secure specification positions, and win large ? scale, multi-site opportunities with the world ' s largest data center operators.
Your primary objective is simple: Acquire, grow, and manage hyperscale customers in North America.
Additional Responsibilities include, but are not limited to:
Strategic Planning: Develop and implement strategic plans to drive growth and achieve sales targets in the Mission Critical market.
Market Analysis: Conduct in-depth market analysis to identify trends, opportunities, and competitive landscape.
Partnership Development: Establish and sustain strategic alliances with key stakeholders, including End Users, OEMs, Integrators, and Partners. Serve as a trusted advisor to clients, delivering insights, recommendations, and thought leadership on data center trends and best practices.
Sales Leadership: Lead and mentor the strategic account sales team to ensure alignment with company goals and objectives.
Business Development: Identify and pursue new business opportunities to expand the company's presence in the Mission Critical market.
Customer Relationship Management: Build and maintain strong relationships with key customers to ensure high levels of customer satisfaction and loyalty.
Performance Monitoring: Continuously monitor and analyze sales performance, providing regular reports and insights to senior management.
Budget Management: Develop and manage the sales budget, ensuring efficient allocation of resources to achieve targets.
Cross-Functional Collaboration: Work closely with marketing, product development, and other internal teams to align strategies and drive business growth.
Event Participation: Represent the company at industry events, trade shows, and conferences to promote brand awareness and generate leads.
Conflict Resolution: Develop resolution and improvement plans to address market execution conflicts and underperforming offerings.
Qualifications include:
Proven track record pursuing and securing business with hyperscale operators, cloud providers, or large-scale mission critical owners/operators.
Demonstrated success hunting, acquiring, and growing enterprise-level accounts.
Strong understanding of hyperscale data center electrical architecture, operations, and procurement processes.
Strong strategic thinking and planning skills, with the ability to develop and execute long-term business plans.
Exceptional negotiation and influencing skills, with experience in high-stakes negotiations.
Experience in managing large-scale projects and initiatives, with a focus on achieving measurable results.
Experience leading high-performing sales or strategic account teams.
Strong financial acumen, with the ability to manage budgets and financial performance.
Excellent communication and presentation skills, with the ability to effectively convey complex information to senior executives and stakeholders.
Experience in reviewing legal agreements, terms and conditions.
Comfortable presenting to large audiences or recording video-based presentations.
Experience working and coordinating with remote teams.
Candidate to reside in major US metro area within 1 hour commute of an international airport.
Preferred Qualifications:
35 years of direct experience selling into hyperscale or large-scale cloud environments.
Experience working with sophisticated Mission Critical owners/operators.
Deep familiarity with hyperscale ecosystem stakeholders.
Knowledge of industry trends and best practices in Mission Critical operations and industrial settings.