POSITION SUMMARY
- The Sr. Manager, Technical Sales – GSA leads and provides strategic direction to the technical sales team responsible for supporting Account Directors assigned to Global Strategic Accounts (GSA) across Vertiv's North America Sales Force. This role develops and executes strategies to provide technical sales assistance throughout the entire sales cycle and continued education of accounts as needed. This role works closely with the Director, Technical Sales – Thermal to define sales goals, drive growth in both existing and new large account markets, and influence broader organizational strategy.
RESPONSIBILITIES
- Lead, mentor, and manage the GSA technical sales team to ensure alignment with key business objectives and foster a high-performance culture.
- Partner with Account Directors to provide technical sales support throughout the entire sales cycle, from opportunity identification through close.
- Monitor GSA thermal technical sales performance and implement gap plans to address weaknesses in specific accounts or segments.
- Consistently evaluate and improve the technical selling competency of the GSA team through ongoing thermal systems training.
- Provide continued education to accounts on Vertiv's thermal solutions, ensuring customers are informed on evolving products and applications.
- Compile and present sales reports, analysis, and strategic recommendations to senior leadership.
- Collaborate with cross-functional teams, including offering management, technical sales, sales, and engineering to drive development of new products and features.
- Represent the company and actively participate in key customer factory visits as needed.
- Participate in account planning efforts and engagement strategies for large accounts in coordination with Account Directors, ensuring alignment with broader business objectives.
- Represent Vertiv at industry conferences, seminars, and customer presentations. Stay updated on evolving industry trends, materials, and technologies to maintain Vertiv's competitive edge.
- Provide industry feedback to product managers for product improvements and roadmaps.
- Optimize the use of sales resources to achieve optimal return on investment.
- Work closely with Sales Motion leaders to grow sales through GSA, federal government, and named accounts.
QUALIFICATIONS
- Bachelor's degree in engineering, business, or related field of study (or equivalent combination of education and experience).
- 10-12 years of industry technical experience with sales experience preferred. Experience managing teams or managers.
- Technical knowledge of data center thermal management products and applications.
- Deep market dynamics and industry knowledge. Proven track record of influencing engineering accounts at the enterprise level.
- Experience working with large, strategic accounts and supporting account management teams.
- Experience in leading/managing high-performing teams and developing other leaders preferred.
- Knowledge of Vertiv's thermal management product portfolio preferred.
- Experience managing budget responsibilities preferred.
- Established relationships within the data center and critical infrastructure industry preferred.
- Demonstrated ability to develop and execute strategic sales plans.
- Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues.
- Excellent sales presentation skills.
- Strong problem-solving skills and ability to translate technical challenges into actionable plans.
PHYSICAL & ENVIRONMENTAL DEMANDS
- Standard office environment.
TIME TRAVEL REQUIRED
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.
