Lead Account Manager - Data Centers

The Lead Account Manager for Thermal & Assembly Solutions (TAS) is responsible for driving commercial growth, customer engagement, and account strategy across Datacenter and AI infrastructure customers in the United States.

This role operates within the “3-in-a-box” model , working as the commercial owner and orchestrator of the account, in close partnership with Business Development (BD) and Technical Service / R&D teams to deliver design wins, accelerate qualification, and expand share of wallet.

The Lead Account Manager ensures a unified customer interface , aligning commercial execution with technology roadmaps and enabling long-term strategic partnerships with hyperscalers, AI platform providers, and ecosystem players.

Responsibilities

1. Account Ownership & Commercial Leadership

• Own full commercial responsibility for assigned Datacenter accounts (e.g., hyperscalers, AI platform companies, ecosystem partners)

• Drive revenue growth, pipeline development, and long-term supply agreements

• Lead pricing, negotiations, and commercial strategy aligned with TAS growth objectives

• Expand share of wallet across TIMs, heat spreaders, and advanced packaging solutions

2. 3-in-a-Box Leadership & Orchestration

• Act as the Sales lead in the triad (Sales–BD–R&D/TS) with joint accountability for customer success

• Coordinate tightly with:

• BD : early engagement, roadmap shaping, and architecture influence

• TS/R&D : technical credibility, qualification, and issue resolution

• Ensure alignment on:

• Account priorities and growth roadmap

• Program milestones and design-in strategy

• Resource allocation and escalation

• Serve as the single commercial coordinator ensuring internal alignment and external clarity

3. Customer Engagement & Relationship Management

• Build executive-level and working-level relationships across engineering, procurement, and operations

• Lead:

• Quarterly business reviews (QBRs)

• Commercial discussions and contract negotiations

• Cross-functional workshops with customers

• Maintain a unified and coordinated customer interface across all TAS functions

4. Design-In & Pipeline Growth

• Drive early engagement with customers to influence specifications before design freeze

• Own pipeline from early engagement → design-in → qualification → production ramp

• Improve: Design win rates, pipeline conversion and time-to-qualification

• Focus on solution selling , not product selling, particularly in advanced packaging and thermal management for AI/datacenters

5. Cross-Functional Execution

• Lead internal coordination across:

• Technical Service / Application Engineering

• R&D / Product Development

• Supply chain, quality, and operations

• Remove execution barriers and drive:

• Program milestone delivery

• Customer commitments

• Issue resolution

• Translate customer requirements into actionable internal plans

6. Account Planning & Growth Strategy

• Co-develop and maintain a Customer Growth Blueprint integrating:

• Commercial outlook (Sales)

• Market and roadmap alignment (BD)

• Technology path (R&D)

• Identify:

• Next-generation platform opportunities (N+1, N+2)

• Expansion areas in AI/datacenter architectures

• Ecosystem partnerships (foundry, OSAT, OEM alignment)

Qualifications

Experience

• 8–12+ years in semiconductor materials, advanced packaging, or thermal management

• Proven experience managing strategic accounts in Datacenter / AI ecosystem

• Strong track record in:

• Complex solution selling

• Cross-functional leadership in matrix environments

• Driving design wins and long qualification cycles

Technical & Market Knowledge

• Understanding of:

• Datacenter architectures and AI compute platforms

• Advanced packaging (2.5D/3D, chiplets, HBM)

• Thermal management challenges in high-power systems

• Ability to connect: System-level challenges → material/process solutions

Leadership & Soft Skills

• Strong influencing skills without direct authority

• Ability to operate at both:

• Strategic (account roadmap, partnerships)

• Tactical (pipeline, execution cadence)

• Excellent communication across: Technical Teams and Executive Stakeholders

Location & Travel

• United States (preferred: proximity to key customer hubs such as Arizona, Pacific Northwest, or Bay Area proximity optional depending on talent strategy)

• Travel: ~30–40% to customer sites and internal teams

PAY RANGE

The annual base salary range for this position is $129,338 - 161,085 in California, New Jersey and Texas. Please note that this salary information serves as a general guideline. Solstice considers various factors when extending an offer, including but not limited to the scope and responsibilities of the position, the candidate's work experience, education and training, key skills, as well as market and business considerations.

This position is incentive plan eligible.

Due to compliance with U.S. export control laws and regulations, candidate must be a U.S. citizen, U.S. permanent resident, or have asylum or refugee status in the U.S.

BENEFITS OF WORKING FOR SOLSTICE ADVANCED MATERIALS

In addition to a competitive salary, leading-edge work, and developing solutions side-by-side with dedicated experts in their fields, Solstice Advanced Materials employees are eligible for a comprehensive benefits package. This package includes employer-subsidized Medical, Dental, Vision, and Life Insurance; Short-Term and Long-Term Disability; 401(k) match, Flexible Spending Accounts, Health Savings Accounts, EAP, and Educational Assistance; Parental Leave, Paid Time Off (for vacation, personal business, sick time, and parental leave), and 12 Paid Holidays.

Solstice Advanced Materials is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.

About Us

About Solstice Advanced Materials

Solstice Advanced Materials is a leading global specialty materials company that advances science for smarter outcomes. Solstice offers high-performance solutions that enable critical industries and applications, including refrigerants, semiconductor manufacturing, data center cooling, nuclear power, protective fibers, healthcare packaging and more. Solstice is recognized for developing next-generation materials through some of the industry's most renowned brands such as Solstice®, Genetron®, Aclar®, Spectra®, Fluka™, and Hydranal™. Partnering with over 3,000 customers across more than 120 countries and territories and supported by a robust portfolio of over 5,700 patents, Solstice’s approximately 4,000 employees worldwide drive innovation in materials science. For more information, visit Advanced Materials ( .

Job Identification 107147

Job Category Sales

Job Schedule Full time

Locations 115 Tabor Rd, Morris Plains, NJ, 07950, US

1334 Brittmoore Rd Ste 240, Houston, TX, 77043, US

1349 Moffett Park Drive, Sunnyvale, CA, 94089, US

Hire Eligibility Internal and External

Relocation Package None

Pay Transparency CA & TX: $129,338 - 161,085

US Person Due to U.S. export control laws, candidates must be U.S. citizen, U.S. permanent resident, or have protected status under asylum or refugee.