The Director, Strategic Accounts – Digital Infrastructure is a senior business development leader responsible for expanding ABS’s presence within the digital infrastructure market. This role leads strategic account growth efforts focused on Silicon Valley and the broader technology ecosystem, building relationships with major technology companies, hyperscalers, data center operators, colocation providers, and other organizations that develop, operate, and support critical digital infrastructure.
Based in San Jose, California, this position serves as a key client-facing leader across the ABS enterprise, identifying new business opportunities, strengthening executive-level relationships, and driving cross-functional engagement to deliver integrated solutions. The Director plays a central role in positioning ABS as a trusted partner to clients navigating the evolving demands of digital infrastructure, resilience, cybersecurity, sustainability, and operational risk.
What You Will Do:
• Lead business development and strategic account management activities for a portfolio of high-value digital infrastructure and technology-focused accounts.
• Develop and execute account growth strategies designed to expand ABS’s presence across Silicon Valley and the broader digital infrastructure sector.
• Build and maintain strong relationships with executive-level decision-makers at major technology companies, hyperscalers, colocation providers, data center developers, and related infrastructure organizations.
• Identify, pursue, and convert new business opportunities by aligning ABS capabilities with client priorities, operational challenges, and market needs.
• Serve as the primary liaison between clients and ABS internal teams, coordinating engagement across service lines including cybersecurity, sustainability, digital solutions, risk management, and other technical and advisory offerings.
• Partner across ABS Consulting and ABS Bureau to deliver a coordinated, client-focused “One ABS” approach to strategic account development and service delivery.
• Collaborate with Sales Teams, Market Leads, and subject matter experts to shape account strategies, support pursuits, and deepen client relationships.
• Bring market insight and client feedback into internal planning efforts to help inform service development, commercial strategy, and growth priorities.
• Track and report account performance, pipeline development, revenue forecasts, and strategic initiatives for assigned accounts.
What You Will Need:
Education and Experience
• Bachelor’s degree in Business, Engineering, or a related field required; MBA or advanced technical degree preferred.
• Minimum 10 years of experience in business development, strategic account management, or enterprise sales, preferably within digital infrastructure, technology, critical infrastructure, or related markets.
• Proven track record of developing executive relationships and winning business within complex, high-value client environments.
• Experience working with or selling into technology companies, data center operators, hyperscalers, colocation providers, or related infrastructure organizations is strongly preferred.
Knowledge, Skills, and Abilities
• Strong executive presence with excellent communication, negotiation, and relationship-building skills.
• Demonstrated ability to develop and execute strategic growth plans in a highly matrixed, cross-functional environment.
• Strong understanding of digital infrastructure, technology markets, data center ecosystems, and related industry drivers.
• Ability to identify client needs, align solutions to business challenges, and drive commercial outcomes.
• Proficiency with Microsoft 365 and CRM platforms such as Salesforce or Dynamics.
• Results-oriented mindset with a strong focus on growth, client value, and measurable business impact.
Salary Range:
$190,000 - $250,000 base depending upon experience. This role may qualify for additional bonus/incentives.
About UsWe set out more than 160 years ago to promote the security of life and property at sea and preserve the natural environment. Today, we remain true to our mission and continue to support organizations facing a rapidly evolving seascape of challenging regulations and new technologies. Through it all, we are anchored by a vision and mission that help our clients find clarity in uncertain times.ABS is a global leader in marine and offshore classification and other innovative safety, quality, and environmental services. We’re at the forefront of supporting the global energy transition at sea, the application of remote and autonomous marine systems, cutting-edge technical solutions, and many more exciting advancements. Our commitment to safety, reliability, and efficiency is ever-present, guiding our clients to safer and more efficient operations.
About Our Benefits
ABS Bureau proudly offers a variety of industry-leading benefits designed to enhance the life and well-being of our employees and their families. These benefits include, but are not limited to, medical insurance (PPO and HD), dental and vision insurance, Health Savings Account (HSA), Flexible Savings Account (FSA), life insurance, accidental death and dismemberment insurance, disability leave programs, parental leave program, paid holidays, and paid vacation time. The Company provides an Employee Assistance Plan (EAP) that offers support in personal wellness, including work-life services. ABS Bureau also offers a 401K plan with a generous company match, subject to plan requirements.
Equal Opportunity
ABS Bureau is committed to the equal employment opportunity of its employees and prohibits discrimination against any employee or qualified applicant based on race, color, creed, religion, national origin, sex, gender identity, age, disability, marital status, sexual orientation, citizenship status or veteran status, or other non-work-related characteristics that may be protected under the law of the Federal Government or specific state employment laws.
Notice
ABS and Affiliated Companies (ABS) will not pay a fee to any third-party agency without a valid ABS Master Service Agreement (MSA) authorized and signed by Human Resources. Any resume, CV, application, or other forms of candidate submission provided to any employee of ABS without a valid MSA on file will be considered property of ABS, and no fee will be paid.
Other
This job description is not intended, and should not be construed, to be an all-inclusive list of responsibilities, skills, efforts or working conditions associated with the job of the incumbent. It is intended to be an accurate reflection of the principal job elements essential for making a fair decision regarding the pay structure of the job. #ogjs
Skills Required
- Bachelor's degree in Business, Engineering, or related field
- MBA or advanced technical degree
- Minimum 10 years of experience in business development, strategic account management, or enterprise sales
- Proven track record of developing executive relationships and winning business in complex, high-value client environments
- Experience working with or selling into technology companies, data center operators, hyperscalers, or colocation providers
- Strong understanding of digital infrastructure, technology markets, and data center ecosystems
- Proficiency with Microsoft 365
- Proficiency with CRM platforms such as Salesforce or Dynamics
- Strong executive presence, communication, negotiation, and relationship-building skills
- Ability to develop and execute strategic growth plans in a matrixed, cross-functional environment
What We Do
Since its founding in 1862, ABS has been committed to setting standards for safety and excellence as one of the world’s leading ship classification organizations. We search for and establish the best solutions for the industries we serve, and are at the forefront of marine and offshore innovation. In a constantly evolving industry, ABS works alongside its partners tackling the most pressing technical, operational and regulatory challenges so the marine and offshore industries can operate safely, securely and responsibly. The surveyors, engineers, researches and regulatory specialists who form the ABS team work in more than 200 offices in 70 countries around the world. With a passion for making the world a safer place, while also delivering practical and innovative solutions, ABS stands ready to assist and advance the marine and offshore industries.
