ABOUT THE COMPANY
This organization is a specialty contractor delivering end-to-end mission-critical power and air solutions. They resell, install, and maintain vendor-neutral UPS (battery backup), HVAC (CRAC/CRAH), generators, and related infrastructure for data centers, imaging equipment, and building power. With a team of approximately 22 employees, the company emphasizes a "team-first" culture that rejects lone-wolf behavior in favor of accountability and hyper-responsiveness. The organization operates under a strong EOS framework and prides itself on technical depth and integrity. This role requires ownership, adaptability, and comfort operating in a 22-person organization where collaboration and accountability outweigh rigid structure.
CORE VALUES
Integrity: Prioritizing honesty and ethical standards in every interaction.
Hyper-Responsiveness: A dedicated 30-minute response pledge to clients.
Effective Communication: Ensuring clarity and transparency across internal and external teams.
Continuous Growth: A commitment to ongoing personal and professional development.
Teamwork: A collaborative, ego-free environment where individuals support the group.
Accountability: Owning decisions, results, and follow-through on all commitments.
JOB DESCRIPTION
We are seeking an Account Manager to act as a strategic, consultative partner for mission-critical clients. Primary focus will be managing and expanding existing strategic accounts and inbound replacement opportunities, with selective net-new prospecting as the business continues to scale. The Account Manager serves as the primary bridge between client technical needs and operational execution.
Reporting directly to the Sales Manager, this professional will lead the sales process from discovery and technical job walks to proposal presentation and project handoff. This role requires a high-tenacity individual with strong technical acumen who thrives in long, consultative sales cycles within a values-driven, collaborative team environment.
ESSENTIAL JOB FUNCTIONS
Strategic Account Management: Manage ~30 existing strategic accounts and manage inbound replacement-driven opportunities to drive long-term revenue growth.
Consultative Discovery: Conduct job walks and discovery meetings to understand complex technical requirements, including voltages and infrastructure needs.
Proposal Development: Build and present detailed RFPs and proposals, leading review calls for deals that frequently exceed $50k.
Internal Coordination: Partner with Account Service Managers, Project Managers, and vendors to scope precise solutions.
Pipeline Accuracy: Maintain rigorous forecasting and pipeline accuracy within the CRM.
Execution Handoff: Ensure a smooth transition of won POs to operations while remaining engaged through project close.
Technical Advisory: Interpret electrical one-liners and nameplates to recommend appropriate equipment and service solutions.
REQUIRED QUALIFICATIONS
Industry Experience: 3–5+ years selling UPS, HVAC, electrical, or related critical infrastructure.
Technical Acumen: Ability to read electrical one-liners, understand voltages, and differentiate between CRAC/CRAH systems.
Sales Mastery: Proven success managing long, consultative sales cycles ranging from 3 to 12+ months.
Strategic Focus: Demonstrated ability to grow existing strategic accounts and manage inbound leads, with a secondary ability to hunt for net-new logos.
Character Traits: Intelligent, hungry, curious, and highly detail-oriented.
Collaborative Mindset: Team-first orientation; must be coachable and lack "lone-wolf" or ego-driven tendencies.
PREFERRED QUALIFICATIONS
Specific Expertise: Experience with switchgear, generators, or electrical estimating.
Environment: Prior experience working within a small business or contractor setting.
Technical Background: A strong technical or engineering background can offset fewer years of direct sales experience.
SALARY/COMPENSATION
Base Salary: $70,000 – $80,000 (Targeting $75,000).
Total Earnings (OTE): Year 1: ~$100k; Year 2: $120k–$130k; Year 3: $150k–$170k+.
Commission: Uncapped tiered GP% payouts across four categories (Construction, Product, Maintenance, Software).
BENEFITS
Travel Support: Company truck preferred for in-state travel; gas card provided.
Insurance & Retirement: 401(k) with employer match up to 4.5%.
Growth: Opportunity for long-term earnings and professional development in an EOS-run organization.
WORKING CONDITIONS
Location: Fully onsite in Chandler, AZ.
Schedule: Standard hours are 8:00 AM – 4:30 PM.
Travel: Approximately 25% travel required, primarily within AZ and NV.
INTERVIEW PROCESS
Initial Screen: 30-minute virtual interview.
WHO Interview: Deep-dive resume review, typically conducted onsite.
Focus Interview: Behavioral session with the Sales Manager and CEO.
Assessment: Predictive Index (PI) evaluation.