The SEA Key Account Manager (KAM) is responsible for developing and managing strategic customer accounts in SEA region covering multiple country rollouts, with a strong focus on AI Data Center customers, including hyperscalers and colocation operators. The role drives long-term customer relationships, revenue growth, and solution penetration across AI-driven data center infrastructure, working closely with internal BU/BG teams to deliver integrated power, thermal, and infrastructure solutions. This includes supporting CSKA accounts within SEA.
Key Responsibilities
- The Key Account Manager is responsible for sales strategy and activities focused on building and nurturing relationships with identified accounts, one of the main missions is to harmonize Delta sales strategy with client business goal to address their challenges, and provide tailored products, solutions or services to realize the technology.
- He/she must have excellent account insights to identify opportunities for upselling or cross-selling to maximize Delta's market share across strategic platforms, including products, solutions and/or services.
- The Key Account Manager shall have, or develop, deep understanding of the organization stakeholders, and emphasize on building and nurturing long-term relationships with his/her team by growing and maximizing client technology and satisfaction - He/she must bring along strong business acumen to fully understand each account's business challenges, and identify new opportunities with through collaborating with Delta internal business groups to maximize account revenue and overall solution sales across business platforms.
Key Account & Customer Management & Sales Strategy
- Manage and grow assigned AI Data Center and strategic accounts in SEA.
- Build trusted relationships with customer stakeholders across data center operations, IT infrastructure, engineering, procurement, and senior management.
- Act as the key SEA commercial interface for identified key accounts and internal Delta Business Groups and Business Units.
- Identify, coordinate and be the primary I/C for tenders, RFQs, pricing, and contract negotiations for assigned key accounts.
- Responsible for driving sales progress through managing entire sales lifecycle and resources, aligning both Delta & client's business strategies.
AI Data Center & Solution-Focused Sales & Expertise
- Leverages broad and deep technology and industry expertise to engage decision makers and key influencers with highly contextual insights to penetrate the core of the client's architecture.
- Drive opportunities related to AI Data Center infrastructure, including power solutions, energy-efficient cooling, and rack/system-level infrastructure.
- Work with local and BG team on customer AI workload requirements into scalable and energy-efficient solutions.
- Support large-scale AI Data Center projects from design-in through deployment and expansion phases.
- Support CSKA team in maximizing business in SEA
Business Development & Revenue Growth
- Develop account strategies and growth plans for AI Data Center customers including CSKA accounts in SEA.
- Achieve assigned revenue, margin, and pipeline targets.
- Identify cross-selling and long-term framework agreement opportunities
Market Intelligence & Governance
- Track AI Data Center market trends such as power density, sustainability, and customer investment plans.
- Present at industry forums with team to ensure frontline industry presence to stay in lock step with the market.
- Provide sales forecasts, pipeline updates, and management reports.
- Ensure compliance with internal approval and governance processes.
Qualifications & Experience
- Bachelor's degree in Engineer or a related discipline.
- 10 to 15 years of experience in key account management, B2B sales, or solution sales.
- Experience in data centers, AI infrastructure, power, or related technology industries preferred
- Strong commercial, negotiation, and stakeholder management skills.
- High energy customer facing personality.
- Proven sales team development skills.
Key Performance Indicators (KPIs)
- Revenue and margin achievement for assigned AI Data Center key accounts.
- Growth of AI Data Center pipeline and design-in activities and ecosystem.
- Customer satisfaction and retention of identified accounts
- Forecast accuracy and governance compliance.
