Federal Account Manager, Systems Integrators at Vertiv Corporation in Richmond, Virginia

Job Description:

POSITION SUMMARY


The Federal Account Manager, Systems Integrators is responsible for growing the Federal customer portfolio at Vertiv as a trusted advisor driving positive customer outcomes. This role engages primarily with US Government Systems Integrators (GSIs) with exposure to end users, channel partners, and Vertiv offices to ensure maximum revenue growth and mindshare is obtained. The role has direct account management responsibility for the Federal market segment. They will manage and lead strategy and resources, driving customer engagement and developing opportunities.


RESPONSIBILITIES

• Develops and implements effective sales strategies to drive sales of Vertiv products and services to US Government Systems Integrators.
• Works with leadership to develop departmental policies and procedures to ensure successful business execution of the systems integrator sales strategy.
• Identifies, qualifies, and develops new business opportunities to closure and customer satisfaction.
• Builds and maintains strong supporting relationships with government agencies, national resellers, and other key influencers.
• Conducts presentations to effectively communicate the value propositions of Vertiv solutions.
• Collaborates with internal teams, including Marketing, Product Development, and local Sales Offices, to align product offerings with customer needs and requirements.
• Ensures success through engaging administrative and technical personnel to accelerate sales.
• Prepares and submits proposals, bids, and contracts to meet customer requirements and secure new business.
• Achieves sales targets and KPIs, providing regular reports and forecasts to management.
• Represents the company at industry events, trade shows, and government meetings to enhance visibility and build relationships.
• Pursues sales through to their underlying programmatic opportunities. Provides guidance to help frame subcontracting strategy.
• Trains and mentors other Federal sales team members as needed.

QUALIFICATIONS



Minimum Requirements:

• Bachelor's degree required. Business, Engineering, or related field of study preferred.
• 8+ years of proven sales experience selling technology solutions and services to large US Government System Integrators in both sell-through and sell-to capacities.
• Existing connections and relationships within the U.S. Government sector.
• Strong network within US Government Systems Integrators and government contractors.
• Strong understanding of government procurement processes, regulations, and compliance requirements plus market trends to leverage opportunities and inform strategy.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to build and nurture relationships at all levels within government entities and systems integrators.
• Self-motivated with a strong drive to meet and exceed sales targets.
• Ability to work independently and collaboratively in a fast-paced environment.

Preferred Qualifications:

• Experience with Vertiv products and services or related technologies, especially as they apply to Artificial Intelligence Infrastructure.
• Current or former security clearance.

PHYSICAL & ENVIRONMENTAL DEMANDS

• No special physical requirements.

TIME TRAVEL REQUIRED

• 50%. Domestic travel to meet with customers as necessary. Limited international travel for OCONUS opportunities is likely.

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