Job DescriptionPOSITION SUMMARYThe Sr. Account Manager is a seasoned individual who has developed long-term relationships as a trusted advisor with a portfolio of clients, connecting with key business executives and stakeholders. The role configures, prices, and quotes Vertiv product solutions for the customer and has the knowledge to connect with the highest-level internal resources to initiate cross-selling opportunities and broker deals. After securing the order this role manages the order and solves complex issues as needed to meet all customer requirements to maximize profitability to the office and company. This role helps lead company initiatives in their territory.
This role will contribute to the overall Thermal Sales for the Vertiv Carolinas Factory Direct office. This role will call on local contractors, engineers, and owners that utilize critical equipment in Data Center applications. The Sr. Account Manager works independently, is creative, and a critical thinker. The Sr. Account Manager is required to meet customer demands for innovative solutions to their data center needs by analyzing documentation and sales reports that offer the most competitive plan to meet the customer's needs while meeting and exceeding sales quotas and business objectives. The Sr. Account Manager requires travel across the territory to build relationships and visit sites to propose solutions. The Sr. Account manager leads continuous improvement efforts within the territory by coaching the other members of the sales team and leading by example.
RESPONSIBILITIES - Develops and maintains a sales plan and pursuit strategy for each existing account and finds new opportunities and new clients, respectively.
- Develops new, and strengthens existing, relationships as a trusted advisor with a portfolio of clients, connecting with key business executives and stakeholders.
- Negotiates Vertiv product opportunities while also bringing in other team members to find and secure cross-selling opportunities.
- Manages the order to meet all customer and consultant requirements to maximize profitability to the office and company.
- Supports new company initiatives to help the company succeed.
- Achieves progressively increasing monthly, quarterly, and annual sales and orders quotas while actively managing an expanding pipeline of opportunities at least 3x assigned quota.
MINIMUM QUALIFICATIONS - 8+ years of experience
- Bachelor's degree in mechanical engineering, business, or related field preferred (or equivalent combination of education and experience).
- Proven successful experience in large account sales and account management in a similar industry.
- Understanding of mechanical contractors, consultants, and end users for Data Center applications.
- Knowledge of critical support equipment operations for both thermal and power products.
- Brings customer-first mindset in external and internal collaborations.
- Demonstrated proficiency in actively managing and expanding orders pipeline at least 3X assigned quota, utilizing accepted CRM tools and best practices.
- Strong organizational skills, detail oriented, and ability to manage multiple priorities is required along with excellent problem-solving abilities.
- Proficiency in Microsoft Office suite.
- Team player with outstanding verbal and written communication skills.
PREFERRED QUALIFICATIONS - Business to business outside sales experience.
- Ability to interpret and understand electrical one-line diagrams and perform take-offs preferred.
- Competence in all aspects of internal Vertiv sales and order entry functions and policies.
- Competency in all Vertiv products and services in line of business and adjacent lines of business to enable cross-selling.
PHYSICAL & ENVIRONMENTAL DEMANDS - No special physical requirements
TIME TRAVEL REQUIRED The anticipated salary range for this role in the California locality is between $165k to $206k per year salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee's role and individual offer details. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process
