Kelvion
Website:
kelvion.com
Job details:
The Regional Manager Strategic Account (Google) is accountable for defining and executing Kelvion’s commercial and account strategy for one of its most critical hyperscale customers within the defined region.
This role ensures full alignment between Kelvion’s product portfolio, pricing strategy, and supply capabilities with Google’s regional data centre infrastructure programmes. The focus is on driving profitable growth, protecting margin, and securing long-term partnership value in a highly demanding and commercially leveraged environment.
The role carries a clear mandate to:
- Align regional internal capabilities
- Drive disciplined commercial outcomes
- Negotiate balanced, sustainable agreements
The position serves as the primary strategic interface between Kelvion and Google across Commercial, Execution and Technology functions for the region.
Key Tasks & Responsibilities
Strategic Account & Account Leadership
- Work with other Regional Account Managers for Google (Americas, EMEA, APAC)
- Define and execute regional account strategies aligned with Google’s data centre expansion plans
- Own the commercial roadmap across key product categories (e.g. indoor cooling, heat rejection, modular infrastructure)
- Position Kelvion as a preferred supplier within Google’s regional ecosystem
Commercial Strategy & Margin Protection (Critical Priority)
- Manage pricing strategy with strict profitability guardrails
- Develop and apply cost models and TCO frameworks to support value-based selling
- Ensure growth is delivered without compromising margin
Customer & Stakeholder Engagement
- Build and maintain senior relationships across Google’s supply chain, engineering, and project teams within the region
- Act as the commercial lead within the region
- Engage ecosystem partners (EPCs, integrators, contractors) supporting delivery
Contracting & Deal Execution
- Participate in commercial negotiations, contract frameworks, and RFQ/RFP processes
- Drive value-based commercial positioning in large-scale programmes
- Ensure consistency and governance across the region and deal structures
Demand Planning, Capacity & Risk Management
- Align supply chain and production capacity with Google’s regional project pipeline
- Negotiate risk-sharing mechanisms, including:
- Forecasting commitments
- Co-investment in capacity
- Demand stability measures
- Protect continuity of supply while managing volatility
Innovation & Value Co-Creation
- Champion joint innovation initiatives with Google engineering teams
- Structure co-development agreements with:
- Shared IP
- Cost and reward sharing models
- Strengthen Kelvion’s position as a long-term strategic partner
Cross-Functional Leadership
- Coordinate a regional account team (sales, engineering, operations, supply chain)
- Translate customer requirements into internal solutions and execution plans
- Exercise broad decision-making authority within defined commercial limits
- Engage senior leadership when required to deliver account objectives
Governance & Escalation
- Participate in formal governance processes, including Quarterly Business Reviews (QBRs)
- Participate in executive-level engagement on both sides
- Act as the primary escalation point to resolve issues quickly and effectively within the region
Performance Management & Continuous Improvement
- Monitor and reportperformance across:
- Revenue growth
- Margin delivery
- Project execution
- Drive improvements in delivery, responsiveness, and quality
- Benchmark competitors and strengthen competitive positioning
Key Deliverables
- Sustained revenue growth and order intake across the regional Google programmes
- Strong margin discipline and profitability improvement
- Increased win rate on strategic data centre projects
- Achievement of preferred / approved supplier status
- High levels of customer satisfaction and relationship strength
Additional Competencies / Local Requirements
- Significant experience in complex, solution-led sales environments
- Track record of sustained profitable growth
- Experience working with high-performing teams (direct or matrix)
- Strong collaboration and continuous improvement mindset within the three regions
- Industry knowledge in data centres and cooling solutions
- Background in heat exchangers or engineered solutions (advantageous)
- Solid understanding of the data centre and cooling solutions landscape, including customer drivers, technical requirements and market dynamics.
- Experience within the heat exchanger or engineered solutions industry is advantageous, but not essential.
Experience & Capabilities
Core Experience
- Proven background in strategic sales, account management, or key account management
- Experience in data centres, HVAC, cooling, or capital equipment environments
- Demonstrated success managing global customers, EPCs, and contractors
- Strong commercial negotiation and contract management expertise
Leadership & Functional Capabilities
- Strategic thinking with strong commercial acumen
- Ability to operate effectively in complex global matrix organisations
- Data-driven decision-making and forecasting capability
- Technical understanding of cooling or infrastructure solutions
- Degree in Engineering, Business, or related field (MBA advantageous)
What Kelvion Offers
- A high-impact, visible role in a fast-growing global market
- Opportunity to shape strategy, not just execute
- Collaborative, international leadership environment
- Commitment to inclusion, development, and long-term career growth
Apply now
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