Technical Sales Manager, Whitespace Global Strategic Accounts

JOB SUMMARY

The Technical Sales Manager, Whitespace will drive revenue growth and market leadership for Vertiv's Whitespace Power and Cooling Solutions within the Global Strategic Accounts (GSA) organization, focusing on the world's largest cloud and colocation providers. Facilitate complex sales cycles, leveraging the company's comprehensive manufacturing, service, and engineering capabilities.  Orchestrate front-end customer engagement alongside Vertiv technology partners with dedicated sales & engineering teams worldwide.

KEY PERFORMANCE METRICS

• Revenue and quota attainment within assigned global strategic accounts
• Sales pipeline growth and velocity within top cloud and colocation customers
• Solution win rate in competitive opportunities

CORE RESPONSIBILITIES

• Drive revenue growth through direct solution selling to the world's largest cloud and colocation providers
• Drive and expand strategic account penetration and preference for Vertiv
• Develop and execute sales strategies within Vertiv's Global Strategic Account framework
• Facilitate complex technical sales cycles, utilizing worldwide engineering and service capabilities
• Create and maintain a robust sales pipeline within assigned strategic accounts
• Coordinate global resources to maximize competitive advantage in strategic opportunities

TECHNICAL SALES EXCELLENCE

• Guide technical solution development for hyperscale and large colocation deployments
• Orchestrate and deliver technical presentations leveraging global subject matter experts
• Aligning strategic customer requirements with Vertiv's worldwide manufacturing and service capabilities
• Collaborate with international engineering teams to develop winning solutions
• Utilize global production capacity to optimize solution delivery for global activity for strategic accounts

STRATEGIC ACCOUNT MANAGEMENT

• Build and maintain executive relationships within assigned global strategic accounts
• Support account-specific strategies as part of global account teams
• Lead technical planning and forecasting in coordination with account directors
• Ensure customer satisfaction through coordinated solution delivery excellence
• Synchronize cross-functional resources across regions to support strategic customers

MINIMUM QUALIFICATIONS

• BA/BS in Engineering, Business, or related field
• 5-7 years of technical sales experience with proven quota achievement 
• Ability to travel ~50% including domestic and international travel to support customer engagement and relationship building
• Excellence in both executive and technical communications
• Proven negotiation and closing skills
• Ability to orchestrate complex global resources and teams
• Strategic thinking and complex problem-solving capabilities

PREFERRED QUALIFICATIONS

• MBA or other advanced degree/certification in Engineering, Business, or related field
• 8-10 years of technical sales experience with proven quota achievement
• Demonstrated success selling to hyperscale cloud and major colocation providers
• Track record of closing large, multi-million dollar deals across regions
• Experience managing strategic accounts with international footprint
• Deep understanding of global data center infrastructure and industry trends

 

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 Development

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5 billion in sales, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.

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