Job DescriptionPOSITION SUMMARYThe Director, System Integrator Partnerships is responsible for defining and executing the global strategy for Vertiv's relationships with major system integrators and consulting organizations, with particular emphasis on Accenture, Deloitte, NTT, HCL and Wipro.
This is a senior leadership role that requires an executive presence, and deep technical credibility. The Director will own the multi-year strategic roadmap for the SI channel and serve as the executive sponsor for Tier 1 system integrator relationships. The role demands an established understanding of how large integrators develop, specify, and deliver infrastructure and technology solutions for enterprise customers, and the ability to translate those insights into revenue growth and market expansion for Vertiv.
RESPONSIBILITIESStrategic Leadership & Channel Ownership
- Define, develop and own the multi-year strategic roadmap for the system integrator channel, including revenue targets, investment priorities, and resource allocation.
- Establish KPIs, scorecards, and governance frameworks for SI partner performance.
- Present quarterly business reviews to Vertiv senior leadership on SI channel performance, pipeline health, and strategic initiatives.
- Drive cross-functional alignment across sales, services, engineering, product management, marketing, and operations to support SI-driven opportunities.
- Influence product roadmap and solution development priorities based on SI partner feedback and market intelligence.
Executive-Level Engagement & Partnership Development
- Serve as the executive sponsor for Tier 1 SI relationships (Accenture, Deloitte, Wipro), cultivating and maintaining C-suite, SVO, and Managing Director-level relationships. Build relationships with practice leaders, account executives, solution architects, engineering teams, and procurement organizations within these firms.
- Develop and execute joint go-to-market strategies with system integrators to identify and pursue new customer opportunities at scale.
- Negotiate and execute global framework agreements, master service agreements, and strategic partnership contracts.
- Engage early in customer projects to influence solution architecture, technology selection, specifications, and partner recommendations.
- Represent Vertiv at industry conferences, advisory boards, and executive forums.
Sales Execution & Revenue Growth
- Own the SI channel revenue target and ensure pipeline health and forecast accuracy through disciplined opportunity management and team accountability.
- Drive complex, multi-stakeholder sales cycles from opportunity identification through solution development, commercial negotiation, and project award.
- Leverage system-integrator relationships to create opportunities for power and thermal solutions within data centers, enterprise infrastructure, industrial facilities, and other critical environments.
- Develop strategic account plans and relationship maps for targeted SI's and other priority partners.
- Identify key practices, industry verticals, geographic markets, and client accounts where Vertiv's power and thermal solutions can provide differentiated value.
- Engage with marketing and strategy teams to develop critical messaging and materials to support sales efforts
- Partner with integrators and consultants to develop business cases, technical proposals, demonstrations, and executive-level presentations.
- Establish relationships with end customers alongside system-integrator partners to ensure alignment between customer requirements and proposed solutions.
- Align and support Vertiv Global leadership to ensure consistent strategy implementation across all regions
- Position Vertiv solutions against competitors, identifying unique differentiators to drive customer adoption.
MINIMUM QUALIFICATIONS- Bachelor's degree in business, engineering or a related field (or equivalent combination of education and experience).
- 12+ years of experience in B2B, strategic accounts, business development, technical sales or channel sales.
- Proven ability to navigate large, matrixed organizations and develop relationships across business units, practices, geography, and levels of seniority.
- Demonstrated P&L or revenue accountability of $100M+ in channel or partner-driven revenue.
- Demonstrated experience working directly with Accenture, Deloitte, Wipro, or comparable global system integrators and consulting firms.
- Strong technical and commercial understanding of power and/or thermal infrastructure.
- Experience selling complex technical solutions with long sales cycles and multiple decision-makers.
- Demonstrated success developing business through system integrators, consultants, EPCs, OEMs, or strategic channel partners.
- Ability to engage credibly with engineers, architects, consultants, system integrators, procurement teams, and C-level executives.
- Strong consultative selling, negotiation, presentation, communication, and relationship-building skills.
- Proven track record of creating and closing new business rather than relying solely on established accounts.
- Willingness to travel regularly to customers, partners, and industry events.
PREFERRED QUALIFICATIONS- MBA or advanced degree.
- Prior experience in a Director or VP level role managing strategic alliances or channel partnerships.
- Enterprise sales experience with a strong background in power systems, thermal management, data center infrastructure, critical infrastructure, or related technologies.
- Experience with global partner program design, including tiering, incentives, enablement, and co-marketing.
PHYSICAL & ENVIRONMENTAL DEMANDSTIME TRAVEL REQUIREDThe successful candidate will embrace Vertiv's Core Principles & Behaviors to help execute our Strategic Priorities.
