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Role Description

The Services Account Manager – Data Centers is responsible for identifying, developing, and managing opportunities for Trane’s service offerings within the data center market. The primary client base includes data center owners, developers, and consulting engineering firms who specialize in critical infrastructure. The role emphasizes a consultative sales approach—ensuring solutions meet stringent uptime, redundancy, and sustainability requirements. The Account Manager collaborates closely with internal teams and fellow Account Managers to deliver integrated, high-value solutions supporting the full spectrum of customer needs.

• Targeted Business Development: Build and advance strategic relationships specifically with data center owners, developers, and consulting engineers. Understand their unique requirements for service needs on new builds, expansions, and retrofits in the data center sector.
• Technical Sales & Consultation: Proactively identify and qualify opportunities for Trane’s specialized data center equipment portfolio—including chillers, CRAHs, air handlers, and supporting systems. Lead the service specification process and consult on best practices for maintenance, reliability and equipment optimization.
• Solution Positioning: Clearly articulate Trane’s value proposition for mission-critical cooling, reliability, and efficiency to decision-makers at data center operating companies and development firms.
• Industry & Regulatory Knowledge: Advise clients on best practices, industry standards (Uptime Institute Tier III/IV, ASHRAE, etc.), and emerging technologies relevant to data centers.
• Sales Process Leadership: Oversee the complete sales cycle—prospecting, needs analysis, solution design, proposal, negotiation, and close—focused on value creation specific to the data center segment.
• Collaborative Account Management: Work closely with other Trane Account Managers and business units (equipment, contracting, digital solutions, etc.) to deliver integrated, full-account solutions. Participate in joint strategy sessions, proposal development, and account reviews to ensure all aspects of the customer's requirements are addressed holistically.
• Project & Lifecycle Support: Act as a trusted advisor throughout project execution and equipment lifecycle, supporting commissioning, operational optimization, and long-term success.
• Performance Monitoring: Track and forecast targeted sales pipeline and bookings; actively engage in account reviews with internal and customer teams.
• Sustainability Leadership: Champion the adoption of high-efficiency and sustainable cooling solutions in data center environments, supporting customer decarbonization goals.

Qualifications

• Bachelor’s degree in engineering or equivalent experience.
• 5+ years of experience in B2B technical sales, preferably within the data center, critical infrastructure, or HVAC equipment sectors.
• Deep knowledge of HVAC systems, with expertise in equipment specification for mission-critical data center environments.
• Familiarity with data center development processes, consulting engineering firms, and relevant standards (Uptime Institute Tier III/IV, ASHRAE).
• Proven ability to work collaboratively within cross-functional and multi-account teams.
• Strong consultative sales, communication, negotiation, and presentation skills.
• Ability and willingness to travel for client engagement.

Requirements

• Base Pay Range: $98,500 - $230,000
• Various package options:
• Option 1: 100% commission
• Option 2: A competitive plan with base pay and commission plan
• Total compensation for this role will include a commission plan. Split between base pay and commission (can be negotiated based on experience).

Benefits

• Benefits kick in on DAY ONE for you and your family, including health insurance and holistic wellness programs that include generous incentives.
• Family building benefits include fertility coverage and adoption/surrogacy assistance.
• 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
• Paid time off, including in support of volunteer and parental leave needs.
• Educational and training opportunities through company programs along with tuition assistance and student debt support.