Account Executive (Outside Sales - Data Centers)

Kele Inc. is a distribution and solutions partner that provides parts and automation solutions for facilities including data centers. The Account Executive will drive growth across the data center ecosystem by generating new business, expanding strategic accounts, and selling complex solutions to system integrators, equipment manufacturers, and OEMs.

Responsibilities:

• Identifies opportunities for campaigns, services, and distribution channels that will lead to an increase in sales
• Using knowledge of the market and competitors, identifies and develops the company’s unique selling propositions and differentiators
• Develops a thorough knowledge of products in the company catalog as well as products our suppliers offerStays up to date with the latest Data Center cooling trends, supply chain needs and associated participants
• Participates in training opportunities and self-study to increase product and industry knowledge and to improve personal performance
• Tracks and records activity on accounts to close deals to meet targets
• Own the full sales cycle from prospecting to close for targeted SIs, equipment manufacturers, and OEM accounts
• Identify, qualify, and develop new business opportunities within the data center ecosystem
• Ensure visibility to full entitlement withing target opportunities. Lead capture strategy to maximize scope of work
• Build and execute territory and account plans aligned to revenue goals and partner strategies
• Present value propositions, solution architectures, and ROI models tailored to customer needs
• Ensure Kele’s offers of sale align with the unique needs of each customer type
• Create proposals that convey the value unique value propositions for each offer of sale
• Expand wallet share within existing accounts by understanding customer roadmaps, challenges, and integration requirements
• Develop long-term, strategic relationships with engineering, supply chain, procurement, and executive stakeholders
• Navigate multi-functional decision-making processes within system integrators and OEMs
• Drive joint sales activities, solution positioning, and go-to-market motions with partner organizations
• Maintain high customer satisfaction and support smooth onboarding, integration, and deployment cycles
• Work closely with product, engineering, operations, and marketing teams to align offerings with partner needs. Specifically works with product management team to ensure Data Center offering aligns with customer needs on an ongoing basis
• Provide market and customer feedback to influence product roadmaps and competitive positioning
• Maintain accurate pipeline and forecast updates in CRM systems
• Track performance against quarterly goals and develop plans to accelerate growth
• Provide competitive insights, market trends, and account intelligence to internal leadership

Requirements:

• Minimum of five years of related work experience
• 5+ years of experience in B2B technology sales, preferably in data center hardware, infrastructure, connectivity, components, or integrated systems
• Experience selling into system integrators, equipment manufacturers, or OEMs
• Strong understanding of data center design, architecture, and ecosystem partners
• Demonstrated ability to close complex, multi-stakeholder deals
• Proven track record of meeting or exceeding quotas in a technical solution-selling environment
• Excellent communication, presentation, and negotiation skills
• Undergraduate/bachelor's degree