Channel Sales Sr. Manager

Strategic Corporate Reseller Director

The Strategic Corporate Reseller Director is a pivotal role focused on expanding our company's reach through strategic partnerships with corporate resellers. This position involves developing and executing sales strategies, driving revenue growth, interfacing with key corporate reseller accounts, and ensuring high customer satisfaction.

The Strategic Corporate Resellers Director will play a central role in supporting the GTM deployment in Europe, expanding Vertiv visibility across various markets, and supporting the AI and HPC solution selling growth.

Responsibilities and Measurement Criteria with Time Investment Needed on Each:

• Strategic Relationship Management - Develop and maintain strong, long-term relationships with key decision-makers and stakeholders at client organizations and also maintain relationships with the end-user
• Understand the reseller's business model and identify opportunities for mutual growth and gaining competitive market share with the corporate reseller.
• Develop and execute comprehensive account plans to achieve sales targets and revenue growth for assigned corporate reseller accounts within the region.
• Understand client needs and work with internal teams to tailor solutions to meet their specific requirements, ensuring customer satisfaction and loyalty (local sales teams, solutions architects, technical sales, operations).
• Collaborate with internal teams (such as Marketing, Product Management, Sales Support, and Operations) to align strategies, deliver value, and provide seamless service to assigned corporate reseller key accounts.
• Analyze market trends, competitor activities, and industry developments to identify new business opportunities and potential areas of growth. Support resellers in identifying new markets and successful applications, driving innovative solutions.
• Conduct regular business reviews with corporate reseller key accounts, providing insights, performance updates, and recommendations for improvement, including for end-user performance and needs.
• Manage and resolve any issues or disputes that may arise, maintaining open lines of communication and a proactive approach to conflict resolution.
• Own and execute business development plans to drive market share and share of wallet improvement.
• Prepare accurate and timely reports, forecasts, and updates on key account activities, highlighting progress, challenges, and areas for improvement.

Qualifications:

Required/Minimum Qualifications:

• Proven experience in sales, with a focus on B2B and IT resellers.
• Bachelor's Degree.

Additional/Preferred Qualifications:

• Strong understanding of the corporate reseller ecosystem and established relationships within the industry.
• Excellent negotiation, communication, and presentation skills.
• Ability to work independently and collaboratively in a fast-paced environment.
• Strategic thinker with a track record of driving growth and achieving sales targets.
• Understanding of Edge Solutions, IT Systems, UPS/Power Products, Racks, Thermal, critical space environments, and Service offerings.

Time Travel Needed:

• TBC