Sr Account Manager, System Integrators

JOB DESCRIPTION

The Sr. Account Manager, System Integrators is responsible for leading business development and strategic sales initiatives focused on major system integrators and consulting organizations, with particular emphasis on Accenture, Deloitte, and Wipro.

The Sr. Account Manager, System Integrators is responsible for leading business development and strategic sales initiatives focused on major system integrators and consulting organizations, with particular emphasis on Accenture, Deloitte, and Wipro. This is a strategic, consultative sales role requiring strong technical credibility, executive presence, and an established understanding of how large integrators such as Accenture, Deloitte, and Wipro develop, specify, and deliver infrastructure and technology solutions for enterprise customers.

Customer-Facing Engagement & Sales Enablement

• Develop and execute a strategic sales plan targeting Accenture, Deloitte, Wipro, and other major global system integrators and consulting firms.
• Build relationships with senior executives, practice leaders, account executives, solution architects, engineering teams, and procurement organizations within these firms.
• Develop joint go-to-market strategies with system integrators to identify and pursue new customer opportunities.
• Engage early in customer projects to influence solution architecture, technology selection, specifications, and partner recommendations.
• Leverage system-integrator relationships to create opportunities for power and thermal solutions within data centers, enterprise infrastructure, industrial facilities, and other critical environments.
• Develop account plans and strategic relationship maps for Accenture, Deloitte, Wipro, and other priority partners.
• Identify key practices, industry verticals, geographic markets, and client accounts where power and thermal solutions can provide differentiated value.
• Drive complex, multi-stakeholder sales cycles from opportunity identification through solution development, commercial negotiation, and project award.
• Partner with integrators and consultants to develop business cases, technical proposals, demonstrations, and executive-level presentations.
• Establish relationships with end customers alongside system-integrator partners to ensure alignment between customer requirements and proposed solutions.
• Collaborate with engineering, product management, marketing, and executive leadership to develop solutions and partner programs.
• Build and maintain a qualified sales pipeline and provide accurate forecasting and opportunity reporting
• Positions company solutions against competitors, identifying unique differentiators to drive customer adoption.

• 10+ years of experience in B2B technical sales, strategic accounts, business development, or channel sales.
• Proven ability to navigate large, matrixed organizations and develop relationships across business units, practices, geographies, and levels of seniority.
• Demonstrated experience working directly with Accenture, Deloitte, Wipro, or comparable global system integrators and consulting firms
• Strong technical and commercial understanding of power and/or thermal infrastructure.
• Experience selling complex technical solutions with long sales cycles and multiple decision-makers.
• Demonstrated success developing business through system integrators, consultants, EPCs, OEMs, or strategic channel partners.
• Ability to engage credibly with engineers, architects, consultants, system integrators, procurement teams, and C-level executives.
• Strong consultative selling, negotiation, presentation, communication, and relationship-building skills.
• Proven track record of creating and closing new business rather than relying solely on…