Principal Account Executive - Data Centers

This role is part of the Sales & Marketing Division and is responsible for driving growth and commercial success within the Data Center market, including owner-operators, hyperscalers, and colocation providers, as well as their EPC and delivery partners. The Principal Account Executive operates as a senior individual contributor.

Responsibilities

- Own and consistently achieve a significant annual revenue quota within the Data Center market, managing opportunities from early qualification through negotiation and close.

- Lead the full sales cycle, including discovery, solution positioning, commercial structuring, proposal development, contract negotiation, and deal closure.

- Develop and execute Data Center-specific market plans, identifying target accounts, stakeholders, and prioritized opportunities

- Independently prospect, qualify, and nurture leads, converting inbound and outbound interest into sales

- Engage directly with senior client stakeholders (executive, commercial, project controls, digital, and delivery leadership) to understand business context, capital programs, delivery models, and buying intent.

- Position the company as a trusted advisor within the Data Center market, articulating clear business value tied to cost, schedule, risk, scalability, and portfolio visibility.

- Represent the company at industry events, conferences, webinars, and executive forums, engaging prospects on relevant Data Center use cases and market challenges.

- Provide accurate revenue forecasts and pipeline updates,proactively communicating changes in deal timing, scope, and probability

- Lead solution positioning for Data Center clients, coordinating solution demonstrations, technical validation, and value articulation as required for successful deals.

- Partner closely with Solutions Consultants and other colleagues to plan, position, and deliver demonstrations, ensuring demos are aligned to discovery findings, customer priorities, and defined success criteria

- Support client handover to Delivery and Operations teams, ensuring continuity from sales through implementation

- Contribute to the development and continuous improvement of sales and marketing collateral,including presentations, case studies, proposal templates, and client-facing materials, based on field experience and buyer feedback

- Stay informed on Data Center market trends, delivery models, competitive offerings, and evolving customer needs to support credible, informed prospect engagement

- Maintain accurate and timely records in company ERP/CRM systems to ensure visibility into pipeline, activity, and lead status.

- Collaborate closely with colleagues to ensure a cohesive and consistent go-to-market approach.

- Ensure all activities are performed in accordance with company policies and contractual agreements

- Participate in and deliver on other initiatives as directed by your manager

- Inform your manager of any potential problems, disputes, or issues that may impact the client's perception of success, the company's reputation, or the company's ability to meet its objectives

Qualifications

- Strong communication, presentation, and negotiation skills, with the ability to articulate value to both technical and non-technical audiences.

- Deep familiarity with the Data Center market, including how owner-operators, hyperscalers, colocation providers and EPCs plan, fund, deliver, and operate large-scale data center programs

- Proven track record driving digital transformation in the Data Center industry, including modernization of project delivery, controls, asset information, or portfolio-level visibility through technology

- Demonstrated success selling enterprise software or technology solutions into complex, capital-intensive environments, and ability to manage long sales cycles, large deal sizes, and executive-level stakeholder engagement.

- Highly self-directed, with strong organizational, prioritization, and time-management capabilities.

- Ability to travel as required for client meetings and industry events

- Self-motivated with strong organizational and time-management skills

- Alignment with the company's values, culture, and objectives

Other

- Travel up to 50% can be expected

Due Date: 2/20/2026