Strategic Accounts Sales Manager

POSITION SUMMARY

This role is responsible for developing and implementing solution selling strategies that are designed to drive revenue with assigned OEM accounts including but not limited SuperMicro, ZT Systems, Quanta, Giga, Wakefield and Cisco.  A key objective will be to focus on AI, HPC and Liquid cooling solutions and build go to market plans with those OEM partners based on those products and integrated infrastructure solutions.   This role will require tight coordination between Lines of Business, Marketing and the OEM sales organization so that success is realized.

RESPONSIBILITIES

• Develops and implements multi-stakeholder sales strategy; including account plans that will be delivered to Executive leadership.
• Builds strong relationships within the assigned customer to become a trusted advisor and build a reputation of being a subject matter expert for Vertiv solutions.
• Identifies opportunities/sales in their initial stages and manages those deals through the entire sales cycle to close, and in some cases, delivery.
• Achieves year over year sales growth through proper management of the assigned region.  Develops a high volume and profitable regional business.
• Fully understands the technology requirements and pains of OEMs and Partners and translates those into successful adoption of Vertiv solutions.
• Promotes and sells through a high-level of product and application knowledge and familiarity of Vertiv solutions.
• Trains OEM partner sales teams on Vertiv products and services where applicable.
• Forecasts, plans, and executes assigned revenue targets and objectives.
• May act as a mentor to less experienced colleagues, including providing direction to inside sales support. 
• Creates general industry awareness through participating and presenting at industry events.

MINIMUM QUALIFICATIONS

• 8 years of experience selling a technology product or service
• Must have documented experience of directly managing sales with channel partners and end users; including Enterprise, Commercial and Federal customer and partners
• Must have proven track record of selling in complex sales cycles with a focus on Infrastructure and AI applications
• Strong communication and presentation skills
• Strong problem resolving/negotiation skills

PREFERRED QUALIFICATIONS

• Experience in the data center infrastructure space including power and cooling solutions
• Deep market dynamics and industry knowledge
• Specific experience working for and or with SuperMicro, ZT, Cisco; their market, including their network, their customers, and their competition

PHYSICAL & ENVIRONMENTAL DEMANDS

• None

TIME TRAVEL REQUIRED

• 50%

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.  

OUR CORE PRINCIPALS:  Safety.  Integrity. Respect.  Teamwork.  Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

• Customer Focus
• Operational Excellence
• High-Performance Culture
• Innovation
• Financial Strength

OUR BEHAVIORS

• Own It
• Act With Urgency
• Foster a Customer-First Mindset
• Think Big and Execute
• Lead by Example
• Drive Continuous Improvement
• Learn and Seek Out Development

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5 billion in sales, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertivco.com. If you are interested in applying or learning more about this role, please visit the company’s career page located on Vertiv.com/Careers

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.