Key Account Manager - Data Center Cooling & Thermal Management

Key Account Manager

HellermannTyton is seeking an experienced, results-driven Key Account Manager with a strong background in data center cooling systems and thermal management and the associated electronics to develop and grow business with data center operators, hyperscalers, colocation providers, engineering firms, OEMs, and other key participants in the data center ecosystem.

The successful candidate will have a strong understanding of the rapidly evolving data center cooling market, including air cooling, liquid cooling, direct-to-chip cooling, rear-door heat exchangers, immersion cooling, chillers, cooling distribution units (CDUs), heat exchangers, pumps, and related thermal management technologies.

This position will be responsible for identifying new business opportunities, developing strategic customer relationships, managing the sales process from opportunity identification through commercial agreement, and working closely with engineering, product development, and operations teams to deliver solutions that meet customer requirements. This will be achieved while maintaining HellermannTyton's Quality and EHS certifications by supporting all corporate policies, procedures, work instructions, and required documentation.

Essential Functions:

• Build and maintain strong relationships with key decision-makers and influencers across the data center value chain.
• Develop and execute sales strategies focused on the data center cooling and thermal management market.
• Develop a deep understanding of customer cooling requirements, including high-density computing, AI infrastructure, GPU applications, and the transition from traditional air cooling to liquid cooling.
• Manage the complete sales cycle, including lead generation, opportunity development, technical discussions, quotations, negotiations, and closing.
• Work with engineering and product teams to develop customized solutions that address customer technical and commercial requirements.
• Monitor industry trends, competitive activity, technology developments, and emerging opportunities in data center thermal management.
• Develop and maintain sales forecasts, opportunity pipelines, and account plans.
• Participate in customer meetings, industry conferences, trade shows, and technical forums.
• Support strategic pricing, contract negotiations, and long-term customer agreements.
• Collaborate with internal teams to ensure successful product launches, customer implementation, and ongoing account support.
• Identify opportunities for new products and technologies based on customer needs and market trends.

Key Competencies:

• Technical Sales: Ability to understand and communicate complex cooling and thermal management solutions.
• Business Development: Proven ability to identify, qualify, and develop new market opportunities.
• Strategic Account Management: Ability to establish long-term relationships with major data center customers and ecosystem partners.
• Consultative Selling: Ability to identify customer challenges and develop solutions that provide measurable value.
• Relationship Building: Strong network within the data center, HVAC, cooling, or infrastructure industries.

What You'll Bring

• Bachelor's degree in engineering, business, or a related technical field preferred.
• 5+ years of sales, business development, account management, or technical sales experience in data centers, HVAC, thermal management, cooling systems, or a related industry.
• Demonstrated understanding of data center cooling technologies and infrastructure.
• Experience selling complex technical products or systems with long sales cycles.
• Proven ability to develop relationships with senior-level customers and key industry stakeholders.
• Strong commercial, negotiation, presentation, and communication skills.
• Ability to understand technical requirements and translate customer needs into commercially viable solutions.
• Willingness to travel as required to visit customers and attend industry events.

Preferred Experience

Experience in one or more of the following areas is highly desirable:

• Data center cooling and thermal management
• Liquid cooling and direct-to-chip cooling
• AI and high-density computing infrastructure
• Chillers and chilled-water systems
• Cooling distribution units (CDUs)
• Semiconductor, electronics, or power electronics thermal management

Success in This Role

Success will be measured by the ability to:

• Grow revenue and market share in the data center cooling market.
• Develop new strategic customer relationships and sales channels.
• Build a robust pipeline of qualified opportunities.
• Secure design wins and customer specifications for the company's products.
• Convert technical opportunities into long-term commercial relationships.
• Establish the company as a preferred supplier within the data center ecosystem.
• Identify emerging opportunities driven by AI, GPU computing, and increasing data center power density.

Compensation & Travel

Competitive base salary, performance-based incentive compensation, company car, profit sharing, and benefits will be offered based on experience and qualifications. Travel will be required to support customer meetings, industry events, and business development activities.

By applying for a position with HellermannTyton, you understand that should you be made an offer, it will be contingent on your undergoing and successfully completing a background check through the use of our 3rd party supplier. Background checks may include some or all of the following based on the nature of the position: SSN/SIN validation, education verification, employment verification, criminal check, driving history, and drug test. You will be notified during the hiring process of which checks are required by the position. HellermannTyton Corporation is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.