Technical Sales Sr. Engineer – Channel Whitespace

POSITION SUMMARY

• The Technical Sales Sr. Engineer – Channel Whitespace is responsible for assisting the sales team to drive revenue by helping to qualify sales opportunities, handle technical questions on Vertiv physical whitespace solutions (hardware and software), prepare and deliver solution-based product presentations and Evaluations that meet customer business requirements.
• This individual will address technical questions or issues that arise during sales engagement, set appropriate customer expectations, interact with existing customers to investigate new issues and needs, and give advice on new projects and initiatives.
• The Technical Sales Sr. Engineer – Channel Whitespace is responsible for all technical aspects of the sales cycle specifically pertaining to client’s needs and technical validation of Vertiv whitespace products including single phase UPS, rPDU, Console Server, KVM, Rack, small space cooling, monitoring hardware and monitoring software.

RESPONSIBILITIES

• Provides in person and remote training and support for territory partners on new and current channel products.
• Provides best practices on whitespace product migrations, upgrades and new product roll-outs.
• Performs customer need-specific consultations and product demonstrations.
• Provides pre-sales technical support on product queries from new and existing customers/partners.
• Supports and facilitates product evaluations that meet customer business requirements.
• Prepares and delivers solution-based technical presentations and trainings to customers/partners.
• Develops and writes White papers, business cases, technical documents where needed to drive business.
• Liaising between salesmen, offering management, technical support, consulting, to bring the appropriate technical resources to bear at the account.
• Installs and configures software solutions for evaluation / Proof of Concept scenarios.
• Tailors outgoing RFP proposals and formulate response to RFPs.

QUALIFICATIONS

• Bachelor’s degree from four-year College or University with emphasis in Engineering, or related technical field, or equivalent combination of education and experience.
• 4-8 years of sales support experience in information technology industry, data center industry experience preferred.
• Data center electrical, network, and cooling background. Familiarity with power and cooling one lines, understanding of Ohms law and three phase power calculation.
• Understanding of both core and edge data center designs. Power, cooling, monitoring, fire protection, containment, etc.
• Knowledge of KVM, rack UPS, single and 3 phase power technologies. 
• Thorough knowledge of the IT channel and how it operates.
• Functional understanding of all Vertiv technologies, solutions, and capabilities. 
• Familiarity with AI and accelerated compute physical environments is preferred but not required.
• Able to talk with different audiences, appropriately adjust technical content to meet different audience knowledge and interest, and can communicate with varying technical audience levels.
• Able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions.
• Preferred understanding of:
  • Monitoring protocols such as SNMP, Modbus, and BACnet.
  • Management port use on servers, switches and other network equipment for configuration and firmware updates.
  • Standard electrical power configurations in US and rest of world.
  • Application programming interface (API).

PHYSICAL & ENVIRONMENTAL DEMANDS

• No special physical requirements.

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

• Custo