Strategic Account Manager - Hyperscale

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General Summary

Strategic account management role responsible for driving profitable growth and strengthening relationships across the Microsoft account in the Americas. Serves as the lead for assigned Microsoft organizations, projects, and partner channels within the region, aligning customer priorities with CommScope solutions and global account strategy. Leads the full sales and customer relationship lifecycle to achieve revenue, margin, pipeline, forecast, and strategic growth objectives. Works cross-functionally with the Global Commercial Leader, regional sales teams, product management, engineering, operations, supply chain, finance, legal, and distribution partners. Requires domestic and periodic international travel.

Duties & Responsibilities

• Develop, grow (hunt), and maintain trusted relationships with Microsoft stakeholders across Cloud Operations + Innovation (CO+I), sourcing, engineering, operations, construction, and other assigned organizations in the Americas.

• Execute the Americas account plan in alignment with the global Microsoft strategy, translating strategic priorities into measurable regional sales actions, opportunity plans, and customer engagement activities.

• Own assigned revenue, margin, bookings, pipeline, and forecast objectives; maintain accurate opportunity, activity, and account data in designated CRM and reporting systems.

• Lead execution of the complete sales cycle, including opportunity identification, qualification, solution positioning, proposal development, commercial negotiation, and closure.

• Coordinate with the Global Commercial Leader to ensure consistent account governance, customer messaging, pricing strategy, executive engagement, and escalation management across regions.

• Build and manage a robust opportunity pipeline across data center infrastructure solutions, including structured cabling, fiber, copper, connectivity, panels, conveyance, and related products and services.

• Engage internal CommScope resources as needed to support customer requirements, technical evaluations, new-product introductions, bids, supply planning, and issue resolution.

• Partner with product management and engineering to capture Microsoft requirements, communicate market intelligence, influence roadmaps, and develop differentiated solutions that increase customer value.

• Manage and coordinate direct and indirect channels to market, including distributors, integrators, contractors, and other ecosystem partners supporting Microsoft projects in the Americas.

• Lead commercial coordination for pricing, quotations, lead times, orders, expedites, allocation priorities, compliance requirements, and customer escalations in partnership with internal functions and distribution partners.

• Develop accurate short- and long-range demand forecasts using customer plans, project intelligence, market indicators, and partner inputs; communicate risks, assumptions, and changes proactively.

• Prepare and deliver executive briefings, business reviews, account updates, pipeline reviews, and strategic recommendations to Microsoft and internal leadership.

• Monitor competitive activity, technology trends, customer investment priorities, and regional data center developments; convert insights into actionable growth and defense strategies.

• Ensure compliance with company policies, contract terms, ethical standards, and applicable customer requirements while protecting confidential and commercially sensitive information.

• Support global account initiatives and collaborate with peers in other regions to provide consistent customer experience and seamless execution across multinational programs.

Accountability / Impact

• Americas accountability for assigned Microsoft revenue, margin, bookings, pipeline, forecast accuracy, and strategic growth objectives.

• Influence over purchase decisions: Direct and indirect influence across Microsoft stakeholders, channel partners, consultants, contractors, and internal decision makers.

• Key performance indicators: Revenue and margin attainment, pipeline coverage and conversion, forecast accuracy, strategic initiative execution, relationship strength, customer satisfaction, and new-solution adoption.

• Measures of individual results: Achievement of assigned financial objectives, quality and predictability of account execution, effectiveness of cross-functional leadership, successful resolution of commercial issues, and contribution to global Microsoft account priorities.

• Decision-making impact: Recommends commercial strategy, opportunity prioritization, pricing actions, resource alignment, and escalation paths within established authority and account governance.

Competencies

• Business Insight: Applying knowledge of business and the marketplace to advance the organization's goals.
• Ensures Accountability: Holding self and others accountable to meet commitments.
• Communicates Effectively: Developing and delivery multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Manages Conflict: Handling conflict situations effectively, with a minimum of noise.
• Builds Networks: Effectively building formal and informal relationship networks inside and outside the organization.
• Instills Trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity.

Required Qualifications for Consideration

• Bachelor’s degree in business, engineering, technology, communications, or a related curriculum.
• Minimum of 7 years of related experience in strategic sales, account management, business development, or data center infrastructure markets.
• Demonstrated success managing a large, complex enterprise or hyperscale customer with multiple stakeholders, buying centers, projects, and partner channels.
• Proven ability to develop account strategies, build qualified pipeline, manage complex sales cycles, negotiate commercial terms, and achieve revenue and margin objectives.
• Exceptional executive communication, presentation, negotiation, relationship-building, and cross-functional leadership skills.
• Strong analytical and business acumen, including forecasting, pipeline management, pricing, margin analysis, and interpretation of customer and market data.
• Ability to manage multiple priorities, operate effectively in a matrixed global organization, and lead through influence without direct authority.
• Proficiency with CRM, Microsoft 365, and standard sales planning and reporting tools.
• Ability to travel throughout the Americas and internationally as business needs require.

Desirable Qualifications Job Specifications

• Master’s degree in business, engineering, technology, or a related field.
• Experience supporting Microsoft, Microsoft CO+I, or another global hyperscale cloud service provider.
• Knowledge of data center design, construction, structured cabling, fiber-optic connectivity, copper solutions, and associated supply-chain or distribution models.
• Experience with global account governance, channel management, long-range planning, and complex customer contracting or compliance requirements.
• Professional sales, strategic account management, or project management certification.
• Portuguese and/or Spanish language capability.

Why CommScope:

CommScope is on a quest to deliver connectivity that empowers how we live, work, and learn. Our employees push the boundaries of communications technology that enables game-changing discoveries like 5G, the Internet of Things, and gigabit speeds for everyone, everywhere. With our unmatched expertise in copper, fiber, and wireless infrastructure, our global clients rely on us to outperform today and be ready for the needs of tomorrow. 

If you want to grow your career alongside bright, passionate, and caring people who strive to create what's next…..come connect to your future at CommScope.

CommScope is an Equal Opportunity Employer (EEO), including people with disabilities and veterans. If you are seeking an accommodation for the application or interview process, please contact us to submit your request at talentacquisition@commscope.com. You can also learn more about CommScope’s accommodation process and EEO policy at https://jobs.commscope.com/eeo 

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