Account Executive

Company Overview

Founded at the birth of the building automation industry in 1983 as Kele & Associates (now Kele Companies), we became the first building automation distributor to offer an all-inclusive platform. Over the next 40 years, Kele Companies has grown into a world class Building Automation Systems distributor with its headquarters located in Memphis, TN and branch locations positioned in 7 states throughout the U.S. Every member of the Kele Companies team plays a key role in delivering on our promise of: “We Make It Easy.”

Summary

We are seeking a high-performing Account Executive to drive growth across the data center ecosystem, with a focus on selling to system integrators (SIs), equipment manufacturers, and original equipment manufacturers (OEMs). This role is responsible for generating new business, expanding strategic accounts, and positioning our solutions as essential components within partner solutions and customer deployments. The ideal candidate has a strong understanding of data center infrastructure, hardware/software integration, connectivity solutions, power/thermal technologies, and ecosystem partner dynamics.

This person excels in complex solution selling, builds deep relationships across technical and business teams, and thrives in fast‑paced, high‑growth environments.

• Identifies opportunities for campaigns, services, and distribution channels that will lead to an increase in sales
• Using knowledge of the market and competitors, identifies and develops the company’s unique selling propositions and differentiators
• Develops a thorough knowledge of products in the company catalog as well as products our suppliers offer, and stays up to date with the latest Data Center cooling trends, supply chain needs and associated participants
• Participates in training opportunities and self‑study to increase product and industry knowledge and to improve personal performance
• Tracks and records activity on accounts in order to close deals to meet targets
• Owns the full sales cycle from prospecting to close for targeted SIs, equipment manufacturers, and OEM accounts
• Identifies, qualifies, and develops new business opportunities within the data center ecosystem
• Ensures visibility to full entitlement within target opportunities and leads capture strategy to maximize scope of work
• Builds and executes territory and account plans aligned to revenue goals and partner strategies
• Presents value propositions, solution architectures, and ROI models tailored to customer needs
• Ensures Kele’s offers of sale align with the unique needs of each customer type
• Creates proposals that convey the unique value proposition for each offer of sale
• Expands wallet share within existing accounts by understanding customer roadmaps, challenges, and integration requirements
• Develops long‑term, strategic relationships with engineering, supply chain, procurement, and executive stakeholders
• Navigates multi‑functional decision‑making processes within system integrators and OEMs
• Drives joint sales activities, solution positioning, and go‑to‑market motions with partner organizations
• Maintains high customer satisfaction and supports smooth onboarding, integration, and deployment cycles
• Works closely with product, engineering, operations, and marketing teams to align offerings with partner needs; specifically works with product management to ensure Data Center offering aligns with customer needs on an ongoing basis
• Provides market and customer feedback to influence product roadmaps and competitive positioning
• Maintains accurate pipeline and forecast updates in CRM systems
• Tracks performance against quarterly goals and develops plans to accelerate growth
• Provides competitive insights, market trends, and account intelligence to internal leadership

• Minimum of five years of related work experience
• 5+ years of experience in B2B technology sales, preferably in data center hardware, infrastructure, connectivity, components, or integrated systems
• Experience selling into system integrators, equipment manufacturers, or OEMs
• Strong understanding of data center design, architecture, and ecosystem partners
• Demonstrated ability to close complex, multi‑stakeholder deals
• Proven track record of meeting or exceeding quotas in a technical solution‑selling environment
• Excellent communication, presentation, and negotiation skills

• Undergraduate/bachelor's degree

• Medical, vision, and dental insurance
• HSA
• FSA (medical and dependent care)
• 401(k) with employer match up to 4% with immediate vesting
• Employer‑paid short‑ and long‑term disability coverage
• Employer‑paid basic life and AD&D insurance; supplemental life for employees and dependents available
• Paid time off and paid holidays

Location:

Wilmington, NC