Technical Business Development Sr. Manager, Consulting Engineers at Vertiv Corporation in Richmond, Virginia

Job Description:

POSITION SUMMARY


This role is responsible for AC Power business development, technical sales activities, and growth initiatives focused on consulting engineers that are driving designs of AI solutions in North America. This includes increasing awareness and use of Vertiv 3-phase AC Power products with these key consulting engineers and clients, developing and maintaining relationships with them to provide critical customer insight on strategic projects, and driving sales growth in 3-phase AC Power products.


RESPONSIBILITIES

• Focuses on key consulting engineers to influence specifications and architectural designs.
• Acts as an industry expert with knowledge of industry trends of electrical designs for data centers, AI, and commercial and industrial solutions.
• Penetrates key account targets and establishes oneself as a trusted advisor for all influencers within the organization.
• Creates and maintains key account status templates and presents to senior management at a regularly defined cadence.
• Prepares and leads regular reviews for Vertiv senior leadership.
• Works with Director and Vice President of Technical sales to develop sales strategies to increase share of revenue for projects focused on data centers and expand reach into commercial and industrial opportunities.
• Works with Director of Technical Sales to improve group processes and procedures.
• Works with internal teams (Engineering and Offering Management) to implement features and products needed to support innovative designs.
• Focuses on achieving growth to hit company targets.
• Supports technical proposals, design documentation, and project proposals to aid the design process and delivery to customers.
• Represents the company and actively participates in key customer factory visits.
• Creates general industry awareness through attendance and presenting at industry events.
• Educates selling entities on application focused system architectures.
• Provides sales staff with technical assistance and support for technical documentation and customer facing presentations and engagements including leading customer communications.
• Participates in New Product Development efforts.
• Provides industry feedback to product managers for product improvements and roadmaps.
• Acts as a role model with the company for sales department functions. Trains and mentors less experienced team members.

QUALIFICATIONS

• Bachelor's degree in engineering, business, or related degree.
• 10+ years of industry sales experience.
• Advanced technical knowledge of 3-phase AC Power products and applications.
• Deep market dynamics and industry knowledge.
• Experience working on large, complex Requests for Quote (RFQs).
• Experience working with sales offices.
• Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues.
• Strong sales presentation skills.
• Skilled in job/equipment problem reconciliation.

PHYSICAL & ENVIRONMENTAL DEMANDS

• Standard office environment.

TIME TRAVEL REQUIRED

• 50%

The successful candidate will embrace Vertiv's Core Principals & Behaviors to help execute our Strategic Priorities.


OUR CORE PRINCIPALS: Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.


OUR STRATEGIC PRIORITIES

• Customer Focus
• Operational Excellence
• High-Performance Culture
• 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

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5 billion in sales, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.


Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertivco.com. If you are interested in applying or learning more about this role, please visit the company's career page located on Vertiv.com/Careers


Work Authorization


No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire. Apply Now