Sales Strategy Manager Jobs in Virginia

At ACI we build our company and our culture not by counting people, but by making our people count!

$0.00 COST FOR MEDICAL, DENTAL, SHORT TERM DISABILITY LIFE INSURANCE (EMPLOYEE ONLY) COVERAGE!

Atlantic Constructors is seeking dynamic, motivated, career minded individuals to join our expanding team! Atlantic Constructors has been recognized as an industry leader in the Mid-Atlantic Region for over 50 years.

Benefits:

• Medical Insurance Plan ($0.00 Employee-Only)
• Dental Insurance Plan ($0.00 Employee-Only)
• Short-Term Disability Plan ($0.00 Employee-Only)
• Life Insurance Plan ($0.00 Employee-Only)
• Vision Insurance Plan
• 401(K) Retirement Plan with Generous Company Matching
• Health Savings Plan with Generous Company Matching
• Wellness Programs

Atlantic Constructors offers competitive benefits, for more information check out our comprehensive list on our website Acibuilds.com.

Summary/Objective:

The Strategic Account Manager is responsible for developing and expanding key accounts within the data center construction market, with a focus on modular infrastructure solutions. This role drives revenue growth by building executive-level relationships, identifying new opportunities, and delivering our modular solutions that enhance cost efficiency, schedule, safety, quality, and overall project delivery.

This individual operates independently, demonstrates strong business acumen, and collaborates cross-functionally to deliver measurable customer and organizational impact.

Essential Functions:

Account Management Client Engagement:

• Serve as the primary point of contact for strategic accounts, ensuring customer satisfaction and long-term partnership success
• Build, develop, and maintain strong executive-level relationships across hyperscalers, colocation providers, EPC firms, and contractors
• Act as a trusted advisor and subject matter expert, engaging early in project concept and design phases
• Understand customer requirements and deliver tailored modular solutions

Business Development Growth:

• Develop and execute strategic account plans aligned with corporate objectives
• Drive new business development within the data center market (hyperscalers, colocation providers, EPCs, and partners)
• Identify and pursue opportunities to expand account penetration and solution adoption
• Target and penetrate new accounts while growing existing relationships
• Support multi-year framework agreements and long-term partnerships

Sales Execution Pipeline Management:

• Own and manage a disciplined sales pipeline, from prospecting through closing
• Achieve or exceed assigned sales quotas and growth targets
• Maintain accurate forecasts and contribute to Annual Operating Plan updates
• Utilize CRM tools to track activity, forecast accuracy, and opportunity progression
• Lead proposal development, presentations, and contract negotiations

Market Intelligence Industry Engagement:

• Track key industry players (e.g., AWS, Microsoft, Equinix, QTS, Digital Realty, Sabey)
• Represent the company at industry events (e.g., OCP, Data Center World)
• Maintain awareness of market trends, competitive activity, and emerging opportunities
• Provide voice-of-customer insights to support product development and innovation

Cross-Functional Collaboration:

• Partner with engineering, operations, estimating, product management, and marketing teams
• Align with internal resources to achieve industry perception and recognition as a leading modular product provider
• Support internal initiatives and contribute to overall business success

Operational Financial Performance:

• Manage opportunities to maximize profitability and maintain target margins
• Ensure compliance with pricing strategies and financial objectives
• Resolve delivery, quality, and customer issues in a timely and professional manner
• Contribute to continuous improvement of sales processes and team performance

Additional duties or responsibilities as determined by management.

Supervisory Responsibility: No

Skills Competencies:

Sales Business Skills:

• Strong business development, negotiation, and closing skills
• Demonstrated ability to manage and grow a complex sales pipeline
• Experience using CRM tools and sales best practices

Communication Execution:

• Excellent verbal, written, and presentation skills
• Ability to influence executive stakeholders and cross-functional teams
• Capable of translating complex technical concepts into clear business value
• Highly organized with strong prioritization and multitasking abilities
• Self-directed, proactive, and results-oriented
• Strong analytical thinking and problem-solving capabilities

Professional Attributes:

• High level of integrity, professionalism, and accountability
• Customer-focused with a commitment to delivering exceptional experience
• Collaborative team player with the ability to work independently
• Motivated self-starter with strong follow-through

Required:

Education, Experience Industry Knowledge:

• Bachelor's degree or equivalent experience in sales, account management, or related field
• 5+ years of experience in account management or B2B outside sales
• 2+ years managing or leading strategic accounts
• Experience within the data center and construction solutions industries
• Proven success in complex, multi-stakeholder sales environments
• Understanding of data center infrastructure, standards, and terminology
• Familiarity with hyperscalers, colocation providers, EPC firms, and mechanical contractors
• Experience selling technical or construction-based solutions (preferred)
• Must be able to multi-task, work with minimal supervision, follow written and oral instructions, show attention to detail, and demonstrate problem-solving skills

The work environment and physical demands required would be representative of those that must be met by an employee to successfully perform the essential functions of this job, and may include, but are not limited to the following:

Work Environment:

• Works in a professional office environment and routinely uses standard office equipment
• Position may require visits to construction site

Physical Demands:

• This role routinely uses standard office equipment such as computers, phones, photocopier, filing cabinets and fax machines

Travel:

• 25–50% domestic travel required, typically overnight.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

An Equal Opportunity/Affirmative Action Employer