Product Account Manager - Hyperscale
The Judge Group
Product, Sales & Business Development
Remote
Our client is seeking a Product Account Manager – Hyperscale. This position serves as the end-to-end business owner for a hyperscale client’s Air Handling Unit (AHU), Air-Cooled Chiller (ACC), or Modular Data Center (MDC) product line. The Product Account Manager is responsible for growth, profitability, execution excellence, and overall client satisfaction across the assigned portfolio.
Sitting at the intersection of Account Management, Product Lifecycle Management, and Supply Chain Execution, this role ensures that product strategy, commercial models, and operational performance align with the scale, speed, and expectations of hyperscale customers. You will manage forecasting accuracy, pricing discipline, delivery performance, and cross-functional alignment to ensure successful execution of customer programs.
This job will have the following responsibilities:
- Serve as the primary product-facing contact for the assigned hyperscale product line.
- Lead quoting efforts and manage RFP/RFQ responses.
- Drive revenue growth, margin improvement, and share-of-wallet expansion.
- Lead commercial negotiations, pricing discussions, and contract terms.
- Manage the opportunity pipeline within the CRM system.
- Build strong relationships across the customer’s engineering, sourcing, and program organizations.
- Support multi-year account planning to align technical and commercial roadmaps with customer needs.
- Develop product line strategy and positioning across lifecycle stages.
- Translate customer roadmaps into internal requirements for Engineering, Operations, and Procurement.
- Identify and champion value engineering opportunities to improve cost, performance, and reliability.
- Support product qualification activities, documentation review, and technical inquiries.
- Own configuration rules, price bands, and option structures.
- Ensure product data integrity including BOM accuracy, lead times, and SKU hygiene.
- Partner with customers and internal planning to develop rolling demand and supply plans.
- Drive forecast accuracy, backlog cleanliness, and high-quality demand signals.
- Collaborate with Program Management, Operations, Finance, and Supply Chain to meet customer expectations for delivery, quality, and communication.
- Support customer-driven changes and ensure smooth implementation.
- Act as the primary advocate for the customer’s product needs.
- Gather insights on performance, serviceability, and future requirements.
- Communicate customer feedback internally to support roadmap, quality, and process improvements.
Qualifications & Requirements:
- Bachelor’s degree in Engineering, Business, Marketing, or related field.
- Minimum 5+ years in Product Management, Account Management, Technical Account Management, or Sales of highly engineered capital equipment.
- Experience working directly with hyperscale, colocation, or cloud infrastructure clients.
- Experience with HVAC&R or data center cooling equipment.
- Strong communication, relationship-building, and customer engagement skills.
- Demonstrated ability to collaborate effectively across cross-functional teams.
- Proficiency with CRM tools and sales operations platforms.
- Strong commercial acumen: pricing, margin management, and deal structure.
- Operational discipline: S&OP, KPI tracking, and escalation control.
- Excellent communication, presentation, and negotiation skills.
- Strong analytical and problem-solving abilities.
- Ability to explain technical concepts clearly to both technical and non-technical audiences.
- Highly organized, adaptable, and able to manage multiple priorities in a fast-paced environment.