Jobs and Careers

Regional Sales Manager, Channel

United Statesfull_timeVerifiedPosted 29 Jan 2025

About the role

POSITION SUMMARY

The Regional Sales Manager, Channel is responsible for working with end users, partners, and local Vertiv offices in an assigned territory to meet all goals and objectives. This role increases revenue via channel partners for edge solutions that include racks, rack power distribution, UPS systems, thermal solutions, Infrastructure Management Software, and Services. Works with local Vertiv offices (LVOs) 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. Develops go to market selling plans to include organizational structure, decision maker matrix, incumbent vendors, facility locations/potential, and partner ecosystem. Identifies and develops 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. Establishes 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

Develops, presents, and executes on territory plan for market that ensures attainment of company goals and profitability.
Initiates and coordinates development of action plans to penetrate verticals and new accounts.
Develops and maintains sales by exploring and qualifying existing accounts. (50% existing/50% new accounts)
Works with local Vertiv offices and partners to maintain and manage pipeline in CRM.
Provides guidance to Channel Account Managers at our local Vertiv offices.
Participates in trade shows within assigned geographic region.
Oversees 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.
Provides accurate feedback to management on wins/losses and trends.
Coordinates and leads activities with dedicated Inside Sales Rep to maximize ability to close on new business opportunities.
Formulates a sales and marketing strategy in collaboration with management.
Interfaces with local, regional, and national distribution accounts management and sales.
Determines and oversees local tradeshow selections, scheduling, and coverage.
Ensures high caliber customer response and satisfaction.
May train and mentor less experienced Regional Sales Managers.

Required Qualifications

Bachelor’s degree or equivalent combination of education and experience.
5+ years of sales experience
Strong communication skills (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 is required.
Strong organizational skills with the ability to manage and prioritize leads through multiple channels.
Excellent problem-solving abilities and capable of resolving contract and product issues.
Proven ability to handle multiple projects under a heavy travel schedule.

Preferred qualifications:

Experience working in a related industry.
Understanding of Edge Solutions, UPS/Power Products, Racks, Thermal, critical space environments, and service offerings.

PHYSICAL & ENVIRONMENTAL DEMANDS