VP Global Key Account -Data Center Segment

Global Account VP for Data Center

The Global Account VP for Data Center is a senior-level global sales role and the single point of contact for assigned global hyperscaler and MTDC accounts. Accountable for customer growth strategy and KPIs (revenue growth, end-to-end profitability, customer satisfaction, executive cadences). Starting with our largest growth accounts, the VP serves as exclusive GAM for top-tier accounts; GAM responsibilities may be shared for lower-tier accounts.

With enhanced scope and accountability, the VP owns growth strategy and KPI delivery across assigned accounts and influences enterprise priorities (NPD, Capex, platform standardization). Success requires close coordination and ownership with existing business teams and regional P&L owners to align commitments, execution, and trade-offs.

Own global escalation governance (plant, quality, engineering, service) and drive commercial outcomes across regions.

Success requires commercial and operational discipline, cross-cultural fluency, and leadership to run the global GAM operating system with consistency and quality.

Lead account insight and value proposition development; deliver solutions across Eaton's products, systems, software, and services (including ONE EATON where applicable). Partner with the Data Center COE to shape system architecture, roadmap, and solution competitiveness.

Key Responsibilities

Strategic Account Management:

• Develop and execute global account strategies aligned to customer priorities and Eaton capabilities.
• Establish the global GAM governance model (enterprise vs. BU balance) and serve as the primary escalation point for platform, volume allocation, Capex, GTM, pricing, NPD, and capacity/supply decisions; escalate to regional presidents, then ES COO/ESLT as needed.
• Serve as a trusted advisor to C-level and key decision-makers.
• Drive account expansion (cross-sell/upsell) with solution architects and product/marketing/operations.
• Provide Voice of Customer input to product, systems, solutions, and service leaders.
• Ensure regional/local sales, service, and support resources are assigned and executing the account plan.
• Resolve resource misalignment and priority conflicts with regional/local leaders.
• Lead Customer Quarterly Business Reviews (QBRs) for assigned accounts.

Governance and Decision-Making Framework:

• Lead/co-lead enterprise decisions on platforms, volume allocation, Capex, GTM, pricing, NPD, and capacity/supply agreements.
• Apply defined escalation when needed (regional president, then ES COO/ESLT).
• Ensure decisions align to enterprise strategy, adjusting regional/BU targets and profit allocation as required.
• Own conflict resolution and impact mitigation to deliver accretive outcomes for Eaton.
• Lead global governance of execution performance and cross-functional accountability (Operations, AE, PMO, Service) rather than direct program delivery.
• Mobilize cross-functional teams (sales, marketing, operations, finance, legal) to deliver milestones with clear roles and alignment between global and regional P&L owners.
• Proactively manage delivery/relationship risks; serve as global escalation owner for systemic quality issues (including DCPD and field performance) and drive corrective action with plants and the COE.

Revenue Growth & Profitability:

• Drive sustainable revenue growth by proactively identifying and converting new business opportunities within existing global accounts.
• Own and drive global revenue, share of wallet by region/product line, and end-to-end margin for assigned accounts. Ensure forecasting accuracy and manage working capital (receivables and dedicated inventory net of progress billing) for assigned accounts.
• Monitor, analyze, and report on account performance, including financial forecasting, budgeting, and KPIs, ensuring profitability and efficiency.
• Negotiate and renew contracts, expanding scope where possible while safeguarding company interests and client satisfaction.
• International travel: ~50–60% for customer meetings, business reviews, and team leadership.

Qualifications & Experience

• Bachelor's degree in Business Administration, International Business, Marketing, or a closely related discipline.
• 15+ years of progressive experience in the electrical industry (account management/sales/client services), including 10+ years in regional or global roles.
• Proven ability to manage a P&L (revenue, margin, costs).
• Strong preference for experience in the data center segment and/or with relevant target clients (e.g., hyperscalers, colocation providers).
• Proven track record of successfully managing complex, high-value accounts across various countries and cultural contexts.
• Significant expertise in contract negotiation, strategic account development, and leading cross-functional teams.
• International travel: ~50–60% for customer meetings, business reviews, and team leadership.

Key Competencies / What This Role Must Be Great At

• Senior enterprise leadership: Operates as a senior-level global commercial leader with enterprise-wide accountability.
• Executive relationship management: Builds/maintains C-level trust; leads executive cadences and critical escalations.
• Market & customer understanding: Deep understanding of hyperscalers/MTDC ecosystem, buying models, and competitive dynamics.
• Strategic enterprise commercial leadership: Shapes growth strategy, pricing/deal governance, and enterprise-first trade-offs to deliver profitable outcomes.
• Change leadership (matrix): Leads through influence and ambiguity; mobilizes cross-functional teams and drives adoption of the GAM operating system.
• Enterprise portfolio manager mindset: Acts as the portfolio manager for the whole enterprise for the account—aligning BU decisions to enterprise-level commitments (platform, capacity, Capex, NPD priorities, execution governance).