Manager, National Technical Thermal Sales (REMOTE)

POSITION SUMMARY

The Manager of National Technical Thermal Sales is responsible for managing and growing client relationships with the most influential consulting engineers in the data center industry.  This role requires a balance between technical expertise and account management along with strong leadership skills. The primary focus is to make Vertiv the industry leader in providing thermal management for liquid cooled data center applications.  This will be accomplished by developing account management strategies for national engineering firms, developing account specific business plans, and creating systems for measuring account influence.

RESPONSIBILITIES

• Build, lead, mentor, and manage the engineering account sales team to ensure alignment with key business objectives and foster a high-performance culture. 
• Develop account specific strategies to grow influence on key engineering firms to increase Vertiv thermal management. 
• Set performance targets for the team, develop/monitor key metrics for performance evaluation, and provide regular progress reports to senior management.
• Collaborate with cross-functional teams, including offering management, technical sales, sales, and engineering to drive develop of new products and features.
• Develop thorough reference design library for common application cases that includes technical documentation on system/component performance, recommended operational setpoints, energy analysis, recommended equipment layout, and sequences of operation.
• Drive the development and adoption of new tools, software, and methodologies to enhance system modelling.
• Represent the company and actively participate in key customer factory visits. 
• Participate as needed in account planning efforts and engagement strategies for key clients. 
• Support technical proposals, design documentation, and project proposals to aid the design process and delivery to customers. 
• Provide sales staff with technical assistance and support for technical documentation, customer facing presentations, and engagements, including leading customer communications.
• Represent Vertiv at industry conferences, seminars, and customer presentations.
• Stay updated on evolving industry trends, materials, and technologies to maintain the Vertiv’s competitive edge.
• Provide industry feedback to product managers for product improvements and roadmaps.

 

QUALIFICATIONS

Minimum Job Qualifications: 

• Bachelor’s degree in engineering, business, or related field of study (or equivalent combination of education and experience). 
• 8+ years of industry technical experience.
• Technical knowledge of data center thermal management products and applications.
• Deep market dynamics and industry knowledge.
• Proven track record of influencing engineering accounts. 
• Experience working with sales offices.
• Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues.
• Excellent sales presentation skills.
• Strong problem-solving skills and ability to translate technical challenges into actionable plans.

 

Preferred Job Qualifications:

• Experience in sales.
• Knowledge and understanding of Vertiv’s thermal portfolio.
• MBA 
• Experience in leading/managing high performing teams.

 

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

• Customer Focus
• Operational Excellence
• High-Performance Culture
• Innovation
• Financial Strength

OUR BEHAVIORS

• Own It
• Act With Urgenc