Federal Sr. Regional Sales Manager

About the Role

The Federal Sr. Regional Sales Manager is responsible for growing the share of Vertiv products and services within a defined geography, focusing on Federal Civilian, DoD, and Intelligence Community agencies.

Responsibilities

• Strategic Federal Account Management: Develop and execute strategic account plans for assigned agencies. Identify, qualify, and advance opportunities while maintaining a healthy multi-quarter pipeline.
• Federal Relationship Development: Establish executive-level relationships with agency leadership, program managers, contracting officers, systems integrators, and key partners. Represent Vertiv as a trusted advisor on mission-critical infrastructure solutions.
• Partner & Internal Collaboration: Coordinate with Field Direct Offices (FDOs), Local Vertiv Offices (LVOs), engineering, legal, contracts, operations, and channel partners to ensure successful opportunity execution. Develop and maintain strategic relationships with federal systems integrators, distributors, and partners.
• Contracting Expertise: Understand and leverage federal acquisition vehicles (GSA, SEWP, NASA, IDIQs, GWACs, BPAs). Work with contracts and legal teams to ensure compliance with FAR, DFARS, BAA, TAA, and agency procurement requirements.
• Business Development: Identify emerging agency initiatives, appropriations, modernization programs, and infrastructure investments. Drive early specification of Vertiv solutions into customer designs and project requirements.
• Opportunity Management: Maintain accurate opportunity tracking, account activity, and forecasting within pipeline reporting. Lead account reviews, opportunity strategy sessions, and capture planning activities.
• Cross-Functional Leadership: Serve as the federal subject matter expert for assigned agencies and provide market intelligence to product management and executive leadership. Mentor teams on federal sales processes and best practices.

Requirements

• Bachelor’s degree or equivalent combination of education and experience.
• 10 years of successful Federal sales experience.
• 5 years of direct federal sales management and/or experience engaging with senior Federal agency leadership.
• Must be a United States citizen.
• Excellent communication (written and verbal), customer service, organizational, and analytical skills.
• Ability to work and multi-task in a fast-paced environment.

Preferred Qualifications

• Understanding of U.S. Government procurement methods, buying vehicles, and federal procurement lifecycles.
• Security clearance (past, current, or ability to obtain).
• Knowledge of mechanical and electrical systems supporting IT in data centers.
• Demonstrated expertise in mission-critical infrastructure, data center, power, cooling, networking, or related technologies.
• Existing relationships within Federal Civilian agencies, DoD, or the Intelligence Community.
• Experience working with major federal systems integrators and channel partners.
• Ability to develop executive relationships and influence complex, multi-stakeholder opportunities.
• Proven history of exceeding quota and managing a large strategic territory.

Schedule

• Frequent travel required: 50% within territory, 5% outside territory for teaming events or national tradeshows.

About Vertiv

Vertiv (NYSE: VRT) brings together hardware, software, analytics, and ongoing services to enable vital applications to run continuously, perform optimally, and grow with business needs. The company solves challenges in data centers, communication networks, and commercial/industrial facilities with a portfolio of power, cooling, and IT infrastructure solutions. Headquartered in Westerville, Ohio, Vertiv employs around 34,000 people and operates in more than 130 countries.

Core Principles & Behaviors

• Core Principles: Safety, Integrity, Respect, Teamwork, Inclusion.
• Strategic Priorities: High-Performance Culture, Customer Focus, Operational Excellence, Innovation, Financial Strength.
• 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.