Director of Strategic Accounts at Salute

Salute is a leading provider of cutting-edge Data Center Infrastructure Services, dedicated to serving data center clients worldwide. We pride ourselves on delivering sustainable solutions, unparalleled reliability, and outstanding customer service. As we continue to grow, we are seeking a dynamic and experienced Director of Strategic Accounts to join our team and drive our relationships with hyperscale clients to new heights.

We know life doesn’t stop when work begins, that’s why we offer perks designed to support your well-being, your family, and your future:

• 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.

About the Role

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.

Key Responsibilities

Business Development & Revenue Growth

• 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.

Strategic Account Management

• 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.

Solution Development & Internal Alignment

• 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.

Commercial Ownership

• 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.

Market & Industry Leadership

• 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.

What Success Looks Like

• New logo wins and measurable growth within assigned accounts or territory
• Strong pipeline coverage and accurate forecast management
• Profitable deals aligned to company objectives
• Effective cross-functional collaboration from pursuit through handoff
• Positive customer feedback and stronger long-term account relationships
• Clear account plans and strategic growth actions for priority customers

Required Qualifications

• 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

Preferred Qualifications

• 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

Why Join Salute

Salute is a global leader in data center services, supporting customers across the full lifecycle of mission critical infrastructure. This role offers the opportunity to help customers solve complex operational challenges while contributing to a high-growth organization with expanding capabilities across operations, technical services, supply chain, and customer solutions.

Salute is an equal opportunity employer committed to celebrating diversity, creating an inclusive environment for all employees, and providing equal employment opportunities to all applicants; if you require a reasonable accommodation to participate in the job application or interview process, perform essential job functions, or receive other benefits and privileges of employment, please contact our Human Resources department at hr@saluteinc.com for more information.