Job DescriptionPOSITION SUMMARYThe Federal Sr. Regional Sales Manager, FDO/LVO is responsible for growing the share of Vertiv products and services within a defined geography.
RESPONSIBILITIES: Strategic Federal Account Management
- Develop and execute strategic account plans for assigned Federal Civilian, DoD, and Intelligence Community agencies throughout the targeted territory.
- Identify, qualify, and advance opportunities from early planning through award while maintaining a healthy multi-quarter pipeline.
Federal Relationship Development
- Establish executive-level relationships with agency leadership, program managers, contracting officers, systems integrators, and key partners.
- Represent Vertiv as a trusted advisor on mission-critical infrastructure, power, cooling, and edge computing solutions.
Partner & Internal Collaboration
- Coordinate closely with Field Direct Offices (FDOs), Local Vertiv Offices (LVOs), engineering, legal, contracts, operations, and channel partners to ensure successful opportunity execution.
- Develop and maintain strategic relationships with federal systems integrators, distributors, and partners.
Contracting Expertise
- Understand and leverage federal acquisition vehicles including GSA, SEWP, NASA, IDIQs, GWACs, BPA's, and agency-specific procurement vehicles.
- Work with contracts and legal teams to ensure compliance with applicable FAR, DFARS, BAA, TAA, and agency procurement requirements.
Business Development
- Identify emerging agency initiatives, appropriations, modernization programs, and infrastructure investments that align with Vertiv's portfolio.
- Drive early specification of Vertiv solutions into customer designs and project requirements.
Opportunity Management
- Maintain accurate opportunity tracking, account activity, and forecasting within pipeline reporting.
- Lead account reviews, opportunity strategy sessions, and capture planning activities.
Cross-Functional Leadership
- Serve as the federal subject matter expert for assigned agencies and provide market intelligence to product management and executive leadership.
- Mentor area of responsibility on federal sales processes and best practices.
MINIMUM QUALIFICATIONS- Bachelor's degree or equivalent combination of education and experience.
- 10 years of successful Federal sales experience.
- 5 years of direct federal sales management and/or experience engaging with senior Federal agency leadership.
- Must be a United States citizen.
- Excellent communication skills, both written and verbal
- Excellent customer service, organizational, and analytical skills.
- Ability to work and multi-task in a fast-paced environment.
PREFERRED QUALIFICATIONS- An understanding of the United States Government Customer, procurement methods and buying vehicles, multi-tier distribution and agent sales programs (Federal procurement lifecycles).
- Security Clearance (past, current, or the ability to obtain)
- Understanding of mechanical and electrical systems used to support information technology in data centers.
- Demonstrated knowledge of mission-critical infrastructure, data center, power, cooling, networking, or related technologies.
- Existing relationships within Federal Civilian agencies, DoD, or the Intelligence Community.
- Experience working with major federal systems integrators and channel partners.
- Ability to develop executive relationships and influence complex, multi-stakeholder opportunities.
- Ability to effectively deliver presentations to both external customers and internal stakeholders.
- Proven history of exceeding quota and managing a large strategic territory.
PHYSICAL & ENVIRONMENTAL DEMANDS- Frequent travel.
- No special physical requirements.
TIME TRAVEL REQUIRED- 50% (within territory)
- 5% outside territory for teaming events or national tradeshows
The successful candidate will embrace Vertiv's Core Principles & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. Inclusion.
OUR STRATEGIC PRIORITIES- High-Performance Culture
- Customer Focus
- Operational Excellence
- 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
- Promote transparent & open communication
