Account Manager

Job Description:

Reports To:

Head of Private Business – EMEA

The Account Manager – Datacenter, Colocation & Neocloud Accounts – EMEA will be responsible for developing, managing and expanding strategic accounts across the EMEA data center ecosystem, with a focus on major datacenter operators, colocation providers, neocloud / AI infrastructure providers and selected cloud service providers. The role will complement the existing hyperscale account management structure by extending dedicated coverage into high-growth customer segments where AI infrastructure, data sovereignty, high-density fiber, DCI, lifecycle assurance and partner-led deployment models are becoming increasingly important.

This position requires a strong blend of strategic account management, technical selling and ecosystem orchestration. The successful candidate will work closely with the Head of Private Business – EMEA, regional sales teams, technical specialists, product line managers, marketing, global account teams and strategic partners to build account plans, create pipeline, support major opportunities, and drive scalable revenue growth across EMEA.

• Develop and execute strategic account plans for priority datacenter, colocation and neocloud accounts across EMEA.
• Build direct relationships with key stakeholders in engineering, operations, architecture, procurement, deployment, and field operations.
• Identify and pursue new business opportunities linked to AI data center build-outs, high-density fiber deployment, intra-DC testing, DCI, campus connectivity, data sovereignty initiatives, and lifecycle assurance.
• Coordinate with regional account managers to ensure clear ownership, consistent customer engagement, structured follow up and alignment with local market priorities.
• Support RFPs, technical proposals, customer workshops, demonstrations and proof-of-concept activities in coordination with PLM and technical specialists.
• Translate customer requirements into structured internal actions, including product feedback, workflow needs, reporting requirements, MOP support, training needs and roadmap input.
• Maintain accurate CRM visibility of account plans, contacts, opportunities, pipeline status, next steps and measurable progress against objectives.
• Provide regular updates to management on account performance, market trends, customer feedback, competitive activity and regional coverage gaps.
• Represent the company at relevant industry events, customer meetings, partner workshops and regional datacenter conferences across EMEA.

• Priority account coverage across colocation providers, neocloud / AI infrastructure providers, datacenter operators and selected cloud service providers.
• Pan-EMEA customer engagement for accounts operating across multiple countries, requiring coordinated cross-border management and consistent commercial execution.
• Data sovereignty opportunities in Europe, the UK, the Middle East and other EMEA markets where local cloud, AI and datacenter infrastructure initiatives are accelerating.
• Lifecycle value positioning from construct and activation through operation, monitoring, reporting, compliance and ongoing assurance.
• Account playbooks, standardized messaging and repeatable engagement models for priority customers and vertical segments.

• Proven experience in account management, sales or business development within datacenter, cloud, telecom, enterprise infrastructure, test and measurement, networking or related technology markets.
• Strong understanding of the EMEA datacenter ecosystem, including colocation providers, cloud service providers, neocloud / AI infrastructure players, contractors and system integrators.
• Experience managing large, complex or multi country accounts and developing structured account plans with clear objectives, stakeholder maps, and measurable pipeline outcomes.
• Ability to understand and communicate technical value propositions related to fiber characterization, high-density connectivity, optical testing, DCI, transceiver validation, automation, reporting and monitoring.
• Experience working with technical specialists, product line managers,…