The Role
Manage and grow relationships with key named accounts, drive new business and renewals, develop strategic account plans with sales teams, manage opportunity pipeline, coordinate cross-functional solution development, and ensure customer satisfaction while reporting progress to management.
Summary Generated by Built In
The Strategic Account Manager - Multi Tenant Data Center is responsible for driving profitable growth across a named portfolio of multi-tenant data center customers for the Indonesian market.
The successful candidate must be comfortable working with C-suite and senior leadership for strategic alignment, business reviews and commercial value, while also engaging project, engineering, operations, procurement and site teams on execution-level requirements.
The individual will identify, shape and convert opportunities across the data centre infrastructure lifecycle, with a clear focus on network infrastructure, power distribution and electrical infrastructure, cooling-related infrastructure support, supply chain solutions and deployment services.
Success in this role requires the ability to conduct solution discovery, map customer problems, shape commercial structures, develop value propositions and influence specification or solution design. This is not a transactional product-selling role; it is a strategic, consultative and ecosystem-led sales role.
Responsibilities:
- Strategic Customer Engagement
- Develop and maintain trusted relationships with senior leadership, C-suite stakeholders and key decision makers within assigned data centre operators and multi-tenant data centre customers.
- Lead strategic account planning for the named customer portfolio, including account mapping, opportunity development, stakeholder engagement and execution priorities.
- Position Wesco Anixter as a strategic infrastructure solutions partner.
- Lead business reviews, executive engagement sessions and strategic alignment discussions with customers.
- Consultative Selling and Deal Shaping
- Conduct customer discovery to understand business, technical, commercial and operational priorities.
- Map customer challenges into relevant infrastructure, supply chain and deployment service solutions.
- Influence solution design, specifications and project requirements during early-stage planning and deal-shaping discussions.
- Develop commercial value propositions that differentiate Wesco Anixter beyond product availability and price.
- Support customers in identifying solutions that improve execution certainty, operational efficiency and total cost of ownership.
- Ecosystem and Stakeholder Alignment
- Drive alignment and mindshare with data centre operators while ensuring their requirements and preferences are reflected through the wider project ecosystem.
- Engage and influence EPCs, consultants, system integrators, contractors and colocation providers involved in the customer's project and procurement lifecycle.
- Coordinate internal Wesco Anixter resources, vendor partners and subject matter experts to support strategic opportunities.
- Build stakeholder alignment early in the project lifecycle to improve deal conversion and execution quality.
- Commercial Ownership
- Own revenue, margin, pipeline, account planning, forecasting and vendor alignment for the assigned named customers.
- Build and maintain a healthy sales pipeline with disciplined opportunity qualification and forecast accuracy.
- Lead account strategy reviews, opportunity reviews and execution plans for strategic customers.
- Drive margin improvement through solution-based selling, service attachment and value-added offerings.
- Identify cross-sell and expansion opportunities across the customer portfolio.
- Market Development
- Monitor Indonesia data center market trends, customer expansion plans, project pipelines, technology shifts and competitive activity.
- Identify new opportunities within the data centre operator and multi-tenant data centre ecosystem.
- Contribute to Wesco Anixter Indonesia growth strategy by translating market activity into actionable customer and vendor engagement plans.
- Solution Scope
- Power distribution and electrical infrastructure
- Network infrastructure and structured connectivity solutions
- Cooling-related infrastructure support solutions
- Supply chain solutions, Deployment services and integration support aligned to customer project requirements
- Other requirements
- Frequent customer and project-site engagement across Indonesia will be required.
- The role may require early starts, late finishes and cross-regional & global coordination depending on customer and project requirements.
- The candidate must be comfortable engaging both senior leadership and hands-on operational stakeholders.
Activity Indicative Allocation Customer engagement, solution discovery, executive and operational sales calls 65% Vendor relationship development, ecosystem alignment and joint business planning 20% Reporting, account strategy, forecasting, internal coordination and execution planning 15%
Necessary Skills, Knowledge and Experience
- Minimum 10+ years of sales, business development or strategic account management experience.
- Direct selling experience of at least 3-5 years into the data center market is mandatory.
- Proven track record of managing strategic customer relationships and delivering revenue, margin and pipeline growth.
- Demonstrated ability to influence complex, multi-stakeholder sales opportunities involving customers, consultants, EPCs, system integrators, contractors, vendors and internal teams.
- Strong understanding of data centre procurement cycles, project lifecycle stages, infrastructure buying processes and decision-making structures.
- Ability to engage confidently with both senior executives and execution-level stakeholders.
- Strong communication, negotiation, commercial structuring and customer management skills.
- High level of discipline in pipeline management, forecasting, account planning and internal reporting.
- Data centre power infrastructure and electrical distribution systems
- Network infrastructure, structured cabling and connectivity solutions
- Cooling-related infrastructure requirements and support models
- Data centre operations, capacity expansion and project execution environments
- Vendor product strategy and infrastructure solution positioning
- Executive Maturity: Capable of engaging C-suite and senior leadership stakeholders in strategic business discussions, commercial reviews and executive alignment sessions.
- Consultative Selling: Able to uncover customer challenges, map requirements, develop value propositions and position complex infrastructure solutions.
- Commercial Acumen: Strong ability to build commercial proposals, shape deal structures, protect margin and drive profitable growth.
- Influencing Capability: Able to influence customer stakeholders, consultants, EPCs, vendors, contractors and internal teams to support strategic account objectives.
- Strategic Thinking: Understands customer business drivers and can align Wesco Anixter capabilities to customer expansion priorities and long-term infrastructure strategies.
- Technical Curiosity: Comfortable engaging in data centre infrastructure discussions and bringing in technical specialists where deeper expertise is required.
- Collaboration: Builds strong cross-functional relationships and mobilises internal resources effectively to support customer success.
- Hunter Mindset: Demonstrates energy, resilience and a proactive approach towards identifying, shaping and winning new opportunities.
This posting is for a current, active vacancy intended for immediate hire.
Skills Required
- High School Degree or Equivalent
- Bachelor's Degree
- 5+ years proven sales experience in outside sales or 3+ years strategic account and/or sales management
- History of success maintaining and developing key relationships
- Knowledge of business and management principles involved in strategic planning, resource allocation, leadership, production methods and coordination of people and resources
- Ability to understand where potential exists in assigned accounts and recognize and create opportunities
- Excellent communication and interpersonal skills with aptitude for building strong client relationships
- Strong negotiation and problem-solving skills
- Proficiency with CRM software and Microsoft Office
- Self-starter and able to work efficiently under pressure
- Experience executing in a matrix organization managing multiple stakeholders and projects
- Ability to travel up to 25%
WESCO International Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about WESCO International and has not been reviewed or approved by WESCO International.
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Retirement Support — Feedback suggests the 401(k) with company match is a relative strong point and is consistently part of the package. Retirement offerings are frequently cited as a solid element within the total rewards.
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Leave & Time Off Breadth — Feedback suggests PTO policies are favorable, including self‑managed or generous banks in some roles along with paid holidays. Paid parental leave and related time‑off options add to the perceived strength of leave benefits.
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Flexible Benefits — Feedback suggests employees have meaningful choice through medical plan options with HSA/FSA alongside ancillary programs like EAP, discounts, and supplemental coverages. The breadth of selectable add‑ons supports tailoring benefits to individual needs.
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The Company
What We Do
At Wesco, we believe life should run smoothly. As a leading provider of business-to-business distribution, logistics services and supply chain solutions, we create a world that you can depend on. Harnessing 100 years of ingenuity and expertise, we increase profitability, improve productivity and mitigate risk for approximately 150,000 customers worldwide. With nearly 1.5 million products and locations in more than 50 countries, Wesco is your partner in progress. Our company’s greatest asset is our people. From our corporate and field offices to our distribution sites, Wesco employs over 20,000 professionals around the globe. We’re committed to fostering diversity and inclusion across our workforce by embracing the unique perspectives, authenticity, and individuality our team members contribute to the company. Headquartered in Pittsburgh, Wesco is a publicly traded (NYSE: WCC) FORTUNE 500® company with 2022 net sales of $21.4 billion.
