Director, DACH South Enterprise and Indirect

At Vertiv, we build products that keep critical technologies running 24/7. We are proud we were the first to protect mainframes with precision cooling systems. We were the first to introduce an integrated enclosure system to distributed networks. We help some of the largest names in the industry bring new capacity online faster and at a lower cost when search and social media increased demand for storage and computing. Our portfolio spans power, thermal and infrastructure management products, software and solutions, and is complemented by a network of nearly 250 service centers worldwide.

DACH South Enterprise and Channel Director is accountable for setting commercial strategy previously agreed with the Region Director and upper management and provide effective sales leadership to drive growth in sales and profitability within the DACH South region, while also maximizing organizational design and effectiveness. You will lead, coordinate, and optimize all sales activities within the DACH South region, implementing our go-to-market sales strategy through Enterprise accounts and Channel partners for both products and services. 

You will work closely with Regional Director to define short- and long-term targets, securing Vertiv as the DACH market preferred partner for the entire product and service portfolio, focusing on serving and growing our customers and market share while continuously working on evolving our organization. You will be key driver for establishing Partner network across the DACH South region for the need of Enterprise and Channel business execution. Partner Management will be your important role here and you will be responsible to broadcast this know-how within your team.

As an individual you have strong industry experience in both direct and indirect routes to market within the region. You demonstrate exceptional sales management skills, a strategic mindset and commercial acumen, and the capability to build networks internally within the Vertiv community. Delivery of your targets will require strong leadership and effective coordination between the different business segments to fulfil the requirements of your team, so excellent communications skills are vital. Furthermore, you have the technical competence to understand the full breadth of the Vertiv offering and our capabilities. Your targets will be set to align with the growth expectations of the market and our strategic focus on Enterprise and Channel business.

The role is located in Munich, Germany and will requite often travel to Switzerland and Austria but also coordination and experience exchange with the other Central Europe countries.

EU is the open market and our business often goes out of the DACH region borders therefore would be good to be familiar with other Central Europe markets like Poland, Baltic, Czech, Slovakia, Hungary, Slovenia, Croatia, Romania, Israel.

Strong know-how on Vertiv Power (ACP, DCP, SWG, BB), Thermal (including Liquid Cooling) and InfraSol solutions is mandatory. You will be responsible with your team to growth business with this portfolio within DACH region. Also your responsibility will be to grow this know-how within DACH team.

Key responsibilities:

• Drive growth in sales and profitability within the region and across Enterprise and Channel markets for both products and services towards defined short- and long-term targets, securing Vertiv as the market preferred partner for the entire product and service portfolio of Vertiv
• Defining Team targets and build team competency
• Be an advocate of OneCode to continue to drive value selling across the team
• Identification and onboarding of relevant partners in given region
• Creation and implementation of growth plans with end customers, partners and managed resellers
• Opportunity identification and development with assigned partners, guide the team on this process
• Planning of target achievement based on CRM forecast/pipeline management 
• Reviewing CRM forecast/pipeline closely with the team and transfer CRM accuracy within the team
• Planning and execution of revenue generating activities with the market and partners: solution packages, events, technology workshops and seminars.
• Building team know-how on new technologies, like AI (DLC and Power aspects) for the team

Qualifications:

• You have a technology university degree, electrical or mechanical
• You have relevant work experience in similar or related positions
• You have a strong understanding of selling Vertiv solutions in the market, direct or indirect
• You have experience in identifying and developing end customer projects 
• You have a high level of goal orientation and a solution-oriented way of thinking and acting 
• You have strong presentation and communication skills 
• You are fluent in English
• You are a team player, but you can also organize and motivate yourself and team very well
• You will closely work with other parts of Central Europe region, to be multiculturally aware

Key competencies: 

• Providing Customer Service: You put customers first in everything you do both internally and externally, to meet and exceed their expectations.
• Building and Maintaining Relationships: You negotiate adeptly with individuals and groups.  You are effective at managing conflict and confrontations skillfully. You know how to build and maintain working relationships with co-employees and external parties.  You can negotiate and handle work problems without alienating people.  You understand others and are able to get their cooperation in non-authority relationships.
• Setting Vision and Strategy with a Global Mindset: You develop long term objectives and strategies.  You translate vision into realistic business strategies.  You understand, communicate and stay focused on the organization’s vision.  You are cognizant of needs and strategies across the organization globally and are inclusive with global players as we drive one Vertiv
• Taking Risk and Innovating, Entrepreneurial Spirit: You act decisively to attack difficult problems.  You persevere in the face of problems.  You take the lead in unpopular though necessary actions.  You look for new tools and processes in order to deliver new approaches or products.
• Demonstrating Ethics and Integrity: You act in accordance with stated values.  You follow through on promises. You use ethical considerations to guide decision and actions.

If YOU are the person we are looking for, feel free to apply and let's start drafting your future career in a healthy and growing environment!