Sr. Federal Account Manager, Systems Integrators

POSITION SUMMARY

The Sr. Federal Account Manager, Systems Integrators is responsible for growing the Federal customer portfolio at Vertiv as a trusted advisor driving positive customer outcomes. This role engages primarily with US Government Systems Integrators (GSIs) with exposure to end users, channel partners, and Vertiv offices to ensure maximum revenue growth and mindshare is obtained.  The role has direct account management responsibility for the Federal market segment.  They will manage and lead strategy and resources, driving customer engagement and developing opportunities.  

RESPONSIBILITIES

• Develops and implements effective sales strategies to drive sales of Vertiv products and services to US Government Systems Integrators.
• Works with leadership to develop departmental policies and procedures to ensure successful business execution of the systems integrator sales strategy. 
• Identifies, qualifies, and develops new business opportunities to closure and customer satisfaction.
• Builds and maintains strong supporting relationships with government agencies, national resellers, and other key influencers.
• Conducts presentations to effectively communicate the value propositions of Vertiv solutions.
• Collaborates with internal teams, including Marketing, Product Development, and local Sales Offices, to align product offerings with customer needs and requirements.
• Ensures success through engaging administrative and technical personnel to accelerate sales.
• Prepares and submits proposals, bids, and contracts to meet customer requirements and secure new business.
• Achieves sales targets and KPIs, providing regular reports and forecasts to management.
• Represents the company at industry events, trade shows, and government meetings to enhance visibility and build relationships.
• Pursues sales through to their underlying programmatic opportunities. Provides guidance to help frame subcontracting strategy. 
• Serves as Federal subject matter expert; trains and mentors other Federal sales team members as needed. 

QUALIFICATIONS

Minimum Requirements:

• Bachelor’s degree required (or equivalent combination of education and experience). Business, Engineering, or related field of study preferred.
• 10+ years of proven sales experience selling technology solutions and services to large US Government System Integrators in both sell-through and sell-to capacities. 
• Existing connections and relationships within the U.S. Government sector.
• Strong network within US Government Systems Integrators and government contractors.
• Strong understanding of government procurement processes, regulations, and compliance requirements plus market trends to leverage opportunities and inform strategy.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to build and nurture relationships at all levels within government entities and systems integrators.
• Self-motivated with a strong drive to meet and exceed sales targets.
• Ability to work independently and collaboratively in a fast-paced environment.

Preferred Qualifications: 

• Experience with Vertiv products and services or related technologies, especially as they apply to Artificial Intelligence Infrastructure. 
• Current or former security clearance. 

PHYSICAL & ENVIRONMENTAL DEMANDS

• No special physical requirements.

TIME TRAVEL REQUIRED

• 50%. Domestic travel to meet with customers as necessary. Limited international travel for OCONUS opportunities is likely.

 

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 D