Job DescriptionPOSITION SUMMARYThe
Sr. Sales Manager, Channel Services is responsible for driving services growth across the data center ecosystem through indirect and partner-led channels. This role leads a team of account managers focused on healthcare, federal government, and facility management organizations, while owning the strategy for expanding service attach rates and recurring revenue through distribution partners, resellers, and OEM alliances.
A core focus of this role is designing and operationalizing a scalable partner ecosystem that increases services penetration at the point of product sale, strengthens renewal discipline, and improves commercial performance across high-value verticals. Working in close collaboration with Channel, OEM, and direct sales teams, this leader will create, manage, and continuously refine a channel partner program that shifts services revenue from direct sales models toward scalable, partner-led motions.
RESPONSIBILITIES - Own and execute the strategy for services growth through distribution partners, resellers, and OEM ecosystems.
- Lead, coach, and develop a team of account managers, driving individual and team performance against expected revenue targets.
- Shift services penetration from direct sales models toward scalable, partner-led motions.
- Identify and develop high-impact partner relationships aligned to data center infrastructure and lifecycle services.
- Design, launch, and continuously refine a partner incentive framework that drives services attach at hardware or solution point-of-sale.
- Align incentives to behaviors that improve recurring revenue, lifecycle coverage, and customer retention.
- Partner with offering and product management, field operations, and channel leadership to ensure program profitability and scalability.
- Build enablement tools, pricing models, and packaging strategies that simplify services inclusion at time of sale.
- Establish governance, tools, and accountability for tracking contract renewals across partner channels.
- Reduce renewal leakage through improved visibility, partner accountability, and automated workflows where possible.
- Implement reporting structures that provide clear line-of-sight into recurring revenue performance by channel.
- Collaborate with direct sales and solution teams to align messaging and coverage models across segments.
- Define KPIs for partner-driven services revenue, attach rates, renewal retention, and pipeline contribution.
MINIMUM QUALIFICATIONS - Bachelor's degree in business, engineering, or related field (or equivalent combination of education and experience)
- 10+ years sales experience working with high profile accounts.
- Experience managing or leading teams.
- Demonstrated ability to negotiate and close complex transactions with multiple decision makers.
- Excellent organizational, analytical, and interpersonal skills.
- Detail oriented with the ability to manage and prioritize leads through multiple channels.
- An effective motivator with an enthusiastic desire to succeed.
- High degree of independent judgment.
- Ability to work in a matrix management environment and with all levels within the organization.
PREFERRED QUALIFICATIONS - Understanding of HVAC products, critical environments, service offerings, and clients.
- Experience with partner program design or channel incentive frameworks.
PHYSICAL & ENVIRONMENTAL DEMANDS - No special physical requirements.
TIME TRAVEL REQUIREDThe 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
