Strategic Channel Account Director

We are looking for a strategic channel sales professional to manage and grow Vertiv's relationships with key corporate reseller partners across EMEA. Corporate Resellers at Vertiv represent one of the most dynamic environment in our Vertiv Sales Organization; recent commercial successes and a quick recognition by the market on the unique advantages of the Vertiv solutions portfolio and the Vertiv Service unmatched capabilities in EMEA, created new investments plans on this specific Sales segment to support solid growth for this year and ahead.

Role Statement: 

The IT Corporate Reseller Director is a pivotal role focused on expanding our company’s reach through strategic partnerships with Corporate Resellers. This position involves developing and executing sales strategies, driving revenue growth, interfacing with key corporate reseller accounts, and ensuring high customer satisfaction. She/He will report solid line to EMEA Channel Sales Director.

The Strategic Corporate Resellers Director will play a central role in supporting the GTM deployment in EMEA, expanding Vertiv visibility across various markets, and supporting the AI and HPC solution selling growth.

Key Duties:

• Strategic Relationship Management - Develop and maintain strong, long-term relationships with key decision-makers and stakeholders at client organizations and also maintain relationships with the end-user
• Understand the reseller’s business model and identify opportunities for mutual growth and gaining competitive market share with the corporate reseller.
• Develop and execute comprehensive account plans to achieve sales targets and revenue growth for assigned corporate reseller accounts within the region.
• Understand client needs and work with internal teams to tailor solutions to meet their specific requirements, ensuring customer satisfaction and loyalty (local sales teams, solutions architects, technical sales, operations).
• Collaborate with internal teams (such as Marketing, Product Management, Sales Support, and Operations) to align strategies, deliver value, and provide seamless service to assigned corporate reseller key accounts.
• Analyze market trends, competitor activities, and industry developments to identify new business opportunities and potential areas of growth. Support resellers in identifying new markets and successful applications, driving innovative solutions.
• Conduct regular business reviews with corporate reseller key accounts, providing insights, performance updates, and recommendations for improvement, including for end-user performance and needs.
• Manage and resolve any issues or disputes that may arise, maintaining open lines of communication and a proactive approach to conflict resolution.
• Own and execute business development plans to drive market share and share of wallet improvement.
• Prepare accurate and timely reports, forecasts, and updates on key account activities, highlighting progress, challenges, and areas for improvement.

Job Requirements – Qualifications and work experience

• Proven experience in sales, with a focus on B2B and IT resellers.
• Strong understanding of the corporate reseller ecosystem and established relationships within the industry.
• Excellent negotiation, communication, and presentation skills.
• Ability to work independently and collaboratively in a fast-paced environment.
• Strategic thinker with a track record of driving growth and achieving sales targets.
• Understanding of Edge Solutions, IT Systems, UPS/Power Products, Racks, Thermal, Liquid Cooling, critical space environments and Service offerings.
• Bachelor’s degree
•  

Basic Skills 

• Language skills:  fluent English written, and verbal required. Any additional language skill is preferred but not mandatory
• Microsoft Office Package know-how, medium-level

Core competencies 

• Leadership: Ability to lead and inspire cross-functional teams and partners.
• Strategic Thinking: Ability to think strategically and develop long-term plans.
• Negotiation: Strong negotiation skills to close deals and manage contracts.
• Customer Focus: Commitment to understanding and meeting the needs of resellers and their customers.
• Results-driven: Focus on achieving measurable results and driving business growth.

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