Field Sales Engineer, Channel

POSITION SUMMARY

The Field Sales Engineer, Channel is responsible for assisting the sales team to drive revenue by helping to qualify sales opportunities, handle technical questions on Vertiv integrated rack solutions (hardware and software), prepare and deliver solution-based product presentations, demos and evaluations that meet customer business requirements.

This individual will address technical questions or issues that arise during a 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 Field Sales Engineer, Channel is responsible for all technical aspects of the sales cycle specifically pertaining to client’s needs and technical validation of Vertiv integrated rack products and solutions including single phase UPS, rPDU, Console Servers, KVM, Racks, small space cooling, monitoring hardware, controllers, and monitoring software.

RESPONSIBILITIES

• Recognizes and discusses IT and Edge Infrastructure opportunities with customers including single phase UPS, rPDU, Console Servers, KVM, Racks, small space cooling, monitoring hardware, controllers and monitoring software and hybrid technologies. 
• Provides pre-sales technical support for product inquiries from new and existing customers and partners.
• Develops and delivers product demonstrations and presentations.
• Delivers in-person and remote training for partners and sales teams on current and new products.
• Coordinates with sales, offering management, technical support, and services teams to bring appropriate technical resources to accounts when needed.
• Tailors outgoing request for proposals (RFPs) and formulates responses.
• Supports and facilitates simple product evaluations that meet customer business requirements. 
• Regularly reviews and analyzes sales funnel in supported territory, understands technical aspects of high value projects, has proactive discussions with sales teams to ensure rollout/implementation is efficient and required services/tools are included in the proposal.

QUALIFICATIONS

Required:

• Bachelor’s degree with emphasis in Engineering, or related technical field, or equivalent combination of education and experience. 
• 3+ years sales support experience in the information technology industry.
• Data center electrical, IT, network, and/or cooling background with knowledge of electrical power configurations in US.
• Detail-oriented with a high degree of accuracy.
•  Strong problem-solving and analytical skills.
• Technically proficient in one or two products of the integrated rack product portfolio 
• Must be resourceful, self-motivated, customer focused, and able to work on a team. 
• Ability to qualify a sales opportunity and position Vertiv products against competition. 
• Strong communication and presentation skills. 
• Able to demonstrate value with partners and customers beyond offers to train/educate.

Preferred:

• Data center industry experience
• Familiarity with power and cooling one lines, understanding of Ohms law and three phase power calculation 

PHYSICAL & ENVIRONMENTAL DEMANDS

• Prolonged periods of sitting at a desk and working on a computer.

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

• 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<