Key Account Manager Data Centres

About the Role

The role involves identifying and qualifying new opportunities across hyperscaler, colocation, edge, enterprise and replacement cycles, and acting as the primary point of contact for strategic accounts. You will develop tender responses, craft offers, negotiate contracts and build a robust, insight‑led pipeline aligned to strategic account plans. Market research, staying informed on industry trends and representing Carrier at events are key to driving pipeline. Coordination with internal engineering, operations and customer‑support teams ensures successful project delivery. • Target and qualify net‑new data centre opportunities across hyperscalers, colocation providers, edge, enterprise and replacement projects. • Serve as the primary contact for strategic accounts, building relationships at multiple organizational levels. • Lead tender processes, develop proposals and negotiate contracts to secure wins. • Maintain an insight‑driven pipeline and backlog aligned with strategic account plans. • Conduct market research to stay ahead of industry trends, competitor activity and emerging technologies. • Represent Carrier at industry events, conferences and networking forums to generate pipeline. • Collaborate with engineering, operations and customer support to ensure successful project delivery. • Achieve ambitious sales targets while managing large, complex accounts.

Key Responsibilities

• ▸opportunity qualify
• ▸tender lead
• ▸proposal development
• ▸contract negotiation
• ▸pipeline management
• ▸market research

What You Bring

We are seeking a dynamic and experienced Key Account Manager to join our rapidly expanding EMEA Data Centre sales team. Based in London, the role is full‑time permanent with 10‑15 % travel across the UK and EMEA. The position focuses on driving new business and expanding strategic relationships with data centre customers, including hyperscalers, colocation providers, enterprise end users, contractors and consultants, to deliver short‑term wins and long‑term growth for Carrier’s Data Centre business. The ideal candidate has deep expertise in the data centre industry and strong sales acumen, with proven experience in key account management or business development within data centre infrastructure, particularly HVAC, chilled‑water and air‑side cooling. A track record of managing large, complex accounts and meeting ambitious targets is essential. Technical knowledge, excellent negotiation and stakeholder‑management skills, strong communication, time‑management and a hunter mentality are required, as is willingness to travel and proficiency with MS Office. • Demonstrate deep knowledge of data centre infrastructure, especially HVAC, chilled‑water and air‑side cooling solutions. • Exhibit strong negotiation, communication and stakeholder‑management abilities, with disciplined pipeline generation and resilience.

Requirements

• ▸hvac
• ▸chilled-water
• ▸air-side
• ▸ms office
• ▸negotiation
• ▸key account

Benefits

Carrier offers a competitive base salary together with an uncapped sales bonus scheme and accelerator. Additional benefits include a company vehicle or cash allowance, 25 days holiday plus bank holidays, a holiday purchase scheme, and a pension plan. The role provides opportunities to shape a high‑performing sales team, progress your career, and work with industry‑leading equipment.

Work Environment

Field