Regional Sales Manager - Channel

POSITION SUMMARY

The Regional Sales Manager, Channel is responsible for working with end users, partners, and local Vertiv offices in assigned territory to meet all goals and objectives.  Increase revenue via channel partners for edge solutions that include racks, rack power distribution, UPS systems, thermal solutions, Infrastructure Management Software, and Services. Work with our local Vertiv offices to engage and navigate all levels of an end user organization; with a focus on reaching executives, IT directors and decision makers for Data Center and Edge rollouts/deployments.  Develop go to market selling plans to include organizational structure, decision maker matrix, incumbent vendors, facility locations/potential, and partner ecosystem.  Identify and develop relationships with channel partners and end users to provide leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establish plans and strategies to expand the customer base in the marketing area and contributes to the development of training and educational programs for clients and partners. 

RESPONSIBILITIES

• Develop, present, and execute on territory plan for market that ensures attainment of company goals and profitability.
• Initiate and coordinate development of action plans to penetrate verticals and new accounts.
• Develop and maintain sales by exploring and qualifying existing accounts.  (50% existing/50% new accounts)
• Work with local Vertiv offices and partners to maintain and manage pipeline in CRM
• Manage and lead Channel Account Managers at our local Vertiv offices.  (These CAMs are dotted lined to RSM)
• Participate in trade shows within assigned geographic region.
• Responsible for the performance and development of channel partners and local Vertiv offices.
• Maintains accurate records of all pricings, sales and activity reports.
• Controls expenses to meet budget guidelines.
• Provide accurate feedback to management on wins/losses and trends.
• Coordinate and lead activities with dedicated Inside Sales Rep to maximize our ability to close on new business opportunities.
• Consult with management in formulating a sales and marketing strategy.
• Interface with local, regional, and national distribution accounts management and sales.
• Determine and oversee local tradeshow selections, scheduling, and coverage.
• Customer Satisfaction:  Ensure a high caliber customer response and satisfaction
• Train and mentor less experienced RSMs as needed. 

MINIMUM QUALIFICATIONS

• Minimum of 8 years’ sales experience
• Strong communication skills in written, verbal, and visual media. 
• Strong understanding of customer and market dynamics and requirements. 
• Willingness to travel and work in a global team of professionals.
• Ability to learn and adapt to a rapidly changing market. 
• Proven leadership and ability to achieve sales goals. 
• Ability to manage multiple offices and personnel to achieve objectives.
• Strong organizational skills. 
• Detail oriented with the ability to manage and prioritize leads through multiple channels.
• Excellent problem-solving abilities and capable of resolving contract and product issues.
• Understanding of Edge Solutions, UPS/Power Products, Racks, Thermal, critical space environments, and service offerings.
• Team player with outstanding verbal and written communication skills. 
• Proven ability to handle multiple projects under a heavy travel schedule.
• High degree of independent judgment.
• Ability to work in a matrix management environment and with all levels within the organization.

PREFERRED QUALIFICATIONS

• Working knowledge and/or sales experience within the data center industry.
• Understanding of Vertiv Representative selling structure. 

PHYSICAL & ENVIRONMENTAL DEMANDS

• Frequent driving.

TIME TRAVEL REQUIRED

• 50-75% within territory

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

OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. Inclusion.

OUR STRATEGIC PRIORITIES

• High-Performance Culture
• Customer Focus
• Operational Excellence
• 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
• Promote transparent & open communication

About Vertiv

Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to enable its customers’ vital applications to run continuously, perform optimally, and grow with their business needs.  Vertiv solves the most important challenges facing today’s data centers, communication networks and commercial and industrial facilities with a portfolio of power, cooling and IT infrastructure solutions and services that extend from the cloud to the edge of the network. Headquartered in Westerville, Ohio, USA, Vertiv employs around 34,000 people and does business in more than 130 countries. Visit Vertiv.com to learn more.   

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.

Equal Opportunity Employer

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 [email protected].

The anticipated salary range for this role in the California locality is between $165k to $206k per year salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee’s role and individual offer details. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process