Channel Sales Specialist

Brief Job Description:

The Partner Manager is responsible for sales growth through managed reseller and distributor partners to help maximize channel sales opportunities across the region. 

The main contribution of this role is driving aggressive revenue growth of Mission-Critical infrastructure solutions from Vertiv’s Rack and Edge based products, including UPS, Rack/Row based Cooling, Power Distribution and IT Management portfolios. 

Mission-critical infrastructure solutions include: 

• Hardware – 1-phase and 3-phase uninterruptible power supplies, racks, power distribution, thermal management (air and liquid cooling) and remote IT management. 


• Software – power & thermal management control, remote access & control of IT assets, user based access & visualization management, protocol interface & standards for IT / facilities management / DCIM / BMS systems. 


• Services – extended warranty, commissioning and maintenance packages, as well as mechanical / electrical installation, project management, integration, assembly and ancillary services specific to critical infrastructure environments. 

Customer Focus:

• Account focus will be on a diversified IT reseller & distribution segment, with focus on projects requiring infrastructure to support white space IT hardware and High Performance Computing applications, housing AI compute chipsets and servers.


• End users and technology service providers, ranging from SME space to global Blue Chip companies and government entities covering a full breadth of market verticals. 


• Channel Partners, ranging from server OEMs to large IT resellers, working in tandem with our Electrical Distribution partner network. 

Responsibilities and Measurement Criteria with Time investment Needed on Each: - 

(This will describe the overall core responsibilities of the role, decision making responsibilities etc.)

• Create and manage agreed partner business (growth) plans. Setting targets for Partner Incentive Agreements and working to achieve / exceed agreed sales targets and KPI commitments. 


• Identify, recruit, onboard and progress partners through the Vertiv Partner Program. 


• On site cadence to develop the technical competency of each partner and support sales enablement, whilst utilizing resources including Application Engineering, Marketing and Sales Support. 


• Along with other joint resources, roll out promotional activity, product launches and plan partner events, such as technology workshops and seminars. 


• Monthly and Quarterly business reviews with stakeholders. 


• Perform site surveys to scope and qualify customer technical and commercial requirements.   


• Selecting product mixes, developing solutions and managing quotations. 


• Facilitating bid management, through Vertiv’s Quote to Order process: Provide effective qualification of opportunities, use of Vertiv’s configuration / quote tools, and work to manage customer expectations through Vertiv’s Application Engineering team to provide technically and commercially comprehensive bids.


• Extensive and professional use of CRM tools. Supporting Vertiv’s management standards ensuring high quality, accurate input to pipeline management and forecasting. 


• Manage all additional account management functions such as operations, stock control and contact management. 


• Support demonstrations, planning and accompanying partners / end users both domestically and internationally. 


• Channel conflict management. 


• Deal registration and Special Price Request (SPR) management. 


• Lead and coordinate marketing plans, promotions and product launches, along with channel field marketing functions. 


• Champion Vertiv tools and programs such as the Vertiv Partner Program, Partner Portal and Vertiv Solution Designer. 


• Identify, develop and maintain relationships with Vertiv funded heads in the reseller network.

Qualifications: -

Required/ Minimum Qualifications: 

• Bachelor’s degree in an applicable technology or business field, with demonstrated business aptitude. 


• Excellent people management and relationship building skills. 


• Excellent presentation and verbal / written communication skills, delivered in person and via virtual settings.


• Exceptionally strong channel development and management experience of at least 5+ years in similar or related positions with strong understanding of regional resellers and partners in the region. 


• Outstanding, demonstratable track record in achieving sales targets. 


• International English at advanced level. 


• Significant experience managing sales, or multiple component products / programs. 


• Experience in use of PowerBI reports to impart customer insight and facilitate internal reporting requirements. 


• Familiarity with sales channels including IT Distribution, Electrical Distribution, Value Added Resellers, System Integrators, and Electrical & Mechanical Contractors is essential. 


• Familiarity with technology verticals including IT cloud services, communication / telecom, collocation and enterprise is highly preferred. 


• Familiarity with server OEM & ODM market leaders, their technologies, capabilities, go-to-market routes, and strategies is highly preferred.

Additional / Preferred Qualifications: 

• Demonstrating Ethics and Integrity: Increase Vertiv’s market share and achieve / exceed budget figures in line with company ethics and policy. You follow through with promises. You use ethical considerations to guide decision and actions, conforming with regulatory compliance and ITC.


•  Building and Maintaining Relationships: You negotiate adeptly with individuals and groups. You are effective at managing conflict and confrontations skillfully. You know how to build and maintain working relationships with co-employees and external parties. 


• You are a driven self-starter with a sense of urgency: an ability to plan, organize and manage time effectively, whilst developing / executing strategic business plans. You are analytical and enjoy problem solving.


• Contribute to teamwork and knowledge sharing inside the team and organization: maintain and update reporting systems, run scheduled and ad-hoc analysis, lead and participate in team meetings and share your experiences, share new knowledge you gather about the market, competitors and challenges you perceive we face.


• Focus on self-growth and development: keep an open mind and learn from some of the best experts in the industry, participate in Vertiv meetings and events to acquire knowledge of where the market is going, keep up to date with technical developments, participate in company trainings and apply the knowledge in your day-to-day work.


• Be innovative: bring your own ideas of improvements inside the team, look at each process and task with the goal of constantly improving it to bring more value to the customer, to you, the team, and the organization. 

Physical & Environmental Requirements: - (To be used majorly for manufacturing jobs.)

• None

Time Travel Needed: 

• 70% travel expected on average, with prolonged peaks on occasion.