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Regional Global Account Manager (m/f/d)
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.
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.
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. , 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
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
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
Protect continuity of supply while managing volatility
Champion joint innovation initiatives with Google engineering teams
Cost and reward sharing models
Strengthen Kelvion’s position as a long-term strategic partner
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
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
Drive improvements in delivery, responsiveness, and quality
Benchmark competitors and strengthen competitive positioning
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
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.
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
Strategic thinking with strong commercial acumen
Ability to operate effectively in
Data-driven decision-making and forecasting capability
Technical understanding of cooling or infrastructure solutions
Degree in Engineering, Business, or related field (MBA advantageous)
A high-impact, visible role in a fast-growing global market
Opportunity to shape strategy, not just execute
Commitment to inclusion, development, and long-term career growth