Job DescriptionPOSITION SUMMARYThe Regional Sales Manager, Channel is responsible for working with end users, partners, and local Vertiv offices in assigned territory to meet all goals and objectives. Increase revenue via channel partners for edge solutions that include racks, rack power distribution, UPS systems, thermal solutions, Infrastructure Management Software, and Services. Work with our local Vertiv offices to engage and navigate all levels of an end user organization; with a focus on reaching executives, IT directors and decision makers for Data Center and Edge rollouts/deployments. Develop go to market selling plans to include organizational structure, decision maker matrix, incumbent vendors, facility locations/potential, and partner ecosystem. Identify and develop relationships with channel partners and end users to provide leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establish plans and strategies to expand the customer base in the marketing area and contributes to the development of training and educational programs for clients and partners.
RESPONSIBILITIES- Develop, present, and execute on territory plan for market that ensures attainment of company goals and profitability.
- Initiate and coordinate development of action plans to penetrate verticals and new accounts.
- Develop and maintain sales by exploring and qualifying existing accounts. (50% existing/50% new accounts)
- Work with local Vertiv offices and partners to maintain and manage pipeline in CRM
- Manage and lead Channel Account Managers at our local Vertiv offices. (These CAMs are dotted lined to RSM)
- Participate in trade shows within assigned geographic region.
- Responsible for the performance and development of channel partners and local Vertiv offices.
- Maintains accurate records of all pricings, sales and activity reports.
- Controls expenses to meet budget guidelines.
- Provide accurate feedback to management on wins/losses and trends.
- Coordinate and lead activities with dedicated Inside Sales Rep to maximize our ability to close on new business opportunities.
- Consult with management in formulating a sales and marketing strategy.
- Interface with local, regional, and national distribution accounts management and sales.
- Determine and oversee local tradeshow selections, scheduling, and coverage.
- Customer Satisfaction: Ensure a high caliber customer response and satisfaction
- Train and mentor less experienced RSMs as needed.
MINIMUM QUALIFICATIONS- Minimum of 8 years' sales experience
- Strong communication skills in written, verbal, and visual media.
- Strong understanding of customer and market dynamics and requirements.
- Willingness to travel and work in a global team of professionals.
- Ability to learn and adapt to a rapidly changing market.
- Proven leadership and ability to achieve sales goals.
- Ability to manage multiple offices and personnel to achieve objectives.
- Strong organizational skills.
- Detail oriented with the ability to manage and prioritize leads through multiple channels.
- Excellent problem-solving abilities and capable of resolving contract and product issues.
- Understanding of Edge Solutions, UPS/Power Products, Racks, Thermal, critical space environments, and service offerings.
- Team player with outstanding verbal and written communication skills.
- Proven ability to handle multiple projects under a heavy travel schedule.
- High degree of independent judgment.
- Ability to work in a matrix management environment and with all levels within the organization.
PREFERRED QUALIFICATIONS- Working knowledge and/or sales experience within the data center industry.
- Understanding of Vertiv Representative selling structure.
PHYSICAL & ENVIRONMENTAL DEMANDSTIME TRAVEL REQUIREDThe successful candidate will embrace Vertiv's Core Principles & Behaviors to help execute our Strategic Priorities.
