Strategic Account Manager

Overview

The Strategic Account Manager advances Mission Critical Power Delivery growth by developing strategic customer relationships, identifying and shaping opportunities, and coordinating internal resources throughout the opportunity lifecycle. The role serves as a primary contact for Mission Critical infrastructure customers and maintains a forward-looking understanding of customer priorities, capital plans, project pipelines, procurement strategies, and decision-makers.

Working with estimating, preconstruction, engineering, operations, procurement, scheduling, legal, risk, finance, and proposal management, this position aligns customer requirements with Power Delivery capabilities and capacity. Successful candidates combine strategic relationship management, Mission Critical construction knowledge, analytical discipline, and executive communication.

Responsibilities

Strategic Account Management

• Serve as a primary point of contact for assigned Mission Critical customers and develop relationships with executive, procurement, program, technical, and project stakeholders.
• Maintain strategic account plans, stakeholder maps, engagement plans, customer priorities, capital plans, project pipelines, procurement approaches, and decision-maker information.
• Coordinate customer meetings, executive reviews, presentations, site visits, and industry engagements; align internal leaders and subject-matter experts before interactions.
• Track commitments and follow-up actions, and identify opportunities to expand relationships into additional projects, locations, and Power Delivery scopes.
• Business Development and Opportunity Management
• Identify and shape opportunities by monitoring customer plans, project activity, and Mission Critical infrastructure requirements.
• Engage customers before formal solicitations to understand objectives, decision criteria, schedules, risks, and delivery preferences.
• Evaluate opportunities based on customer position, strategic value, competition, execution capability, capacity, commercial considerations, and risk.
• Develop customer-specific positioning, differentiators, value propositions, relationship actions, and competitive assessments.
• Support qualification, bid/no-bid, win-strategy, price-to-win, executive risk reviews, interviews, presentations, clarifications, negotiations, debriefs, and post-award transitions.
• Coordinate with proposal management to convert customer intelligence into pursuit plans and maintain momentum through award and handoff.
• Pipeline, Intelligence, and Cross-Functional Coordination
• Build and maintain an accurate opportunity pipeline.
• Prepare account plans, customer briefs, pipeline updates, presentations, forecasts, and executive recommendations.
• Monitor factors affecting project timing or execution, including power availability, permitting, procurement strategy, equipment lead times, and supply-chain constraints.
• Coordinate with estimating, preconstruction, engineering, operations, procurement, scheduling, safety, project controls, legal, risk, finance, and proposal management.
• Compare anticipated customer demand with available capacity and elevate resource, schedule, or delivery conflicts before commitments are made.
• Support award-to-operations handoffs by documenting commitments, open actions, and account intelligence.
• Proposal and Commercial Support
• Help develop responsive, differentiated, and executable proposals by providing customer and competitive intelligence, win themes, executive messages, and presentation strategy.
• Participate in proposal, pricing-alignment, risk, and final-readiness reviews; support negotiations while ensuring pricing, schedules, contract terms, and delivery commitments receive appropriate approval.
• Participate in customer debriefs and capture lessons learned to improve future positioning and pursuit performance.
• Seven or more years of experience in construction, engineering, electrical infrastructure, data centers, Mission Critical facilities, or a related field.
• Experience in strategic account management, business development, opportunity management, preconstruction, program management, or a comparable customer-facing role.
• Demonstrated ability to build relationships with executive decision-makers, procurement organizations, technical professionals, and project teams.
• Working knowledge of estimating, preconstruction, engineering, scheduling, procurement, contracting, and field operations.
• Experience identifying, qualifying, shaping, or pursuing complex construction or infrastructure opportunities.
• Strong analytical skills and experience with pipeline forecasts, account plans, dashboards, executive reports, and CRM data.
• Proficiency with Microsoft Excel and PowerPoint; excellent written, verbal, presentation, facilitation, and negotiation skills.
• Strong business acumen; ability to lead through influence, work independently, and collaborate across a geographically distributed organization.
• Willingness to travel.

Preferred

• Direct experience with hyperscale, colocation, data center, or other Mission Critical customers.
• Experience with general contractors, developers, engineers, utilities, specialty contractors, or infrastructure owners.
• Familiarity with electrical construction, substations, medium-voltage systems, transmission and distribution infrastructure, power systems, or long-lead electrical equipment.
• Experience in EPC, design-build, general contracting, or specialty contracting, including capture planning, proposal development, executive reviews, or customer interviews.
• Experience with Salesforce, or comparable reporting tools.
• Bachelor’s degree in business, engineering, construction management, communications, marketing, or a related discipline, or equivalent relevant experience.

Core Competencies

Strategic account planning | Executive relationship development | Customer and competitive intelligence | Mission Critical Power Delivery knowledge | Opportunity shaping | Pipeline management and forecasting | Cross-functional leadership | Construction-lifecycle knowledge | Pursuit and proposal strategy | Executive communication | Commercial awareness | CRM discipline | Accountability and follow-through

Decision Authority

The Strategic Account Manager owns customer strategy, account planning, relationship development, opportunity identification, and internal coordination for assigned accounts. The position does not independently commit pricing, schedules, contract terms, staffing, or delivery resources. Operations and functional leaders validate execution capability, resource availability, estimates, commercial terms, and project commitments. Proposal management leads the formal proposal and submission process after qualification.

Measures of Success

Quality and execution of strategic account plans; strength and depth of customer relationships.

Development and advancement of qualified opportunities; accuracy of pipeline, forecasts, and CRM records.

Effectiveness of customer and competitive intelligence and early identification of capacity, schedule, or delivery constraints.

Quality of pursuit positioning, customer-specific value propositions, commitment tracking, and operational handoffs.

Growth, customer satisfaction, and long-term partnership development.

Why This Role Matters

Mission Critical Power Delivery growth depends on understanding customer plans early, developing trusted relationships, and aligning opportunities with the organization’s ability to execute. The Strategic Account Manager connects customer strategy, business development, operational planning, and pursuit execution, converting customer intelligence into coordinated action and supporting disciplined growth, informed decisions, strong project handoffs, and long-term partnerships.

Salary Range is $150,000 - $200,000 plus a bonus structure.

MasTec offers a competitive benefits package that may include medical, dental, and vision insurance, 401(k) with company match, paid time off, company holidays, life and disability insurance, and career development opportunities. Benefits eligibility may vary based on position and employment status.