Regional Sales Manager, Channel

About the role

The Regional Sales Manager, Channel is responsible for working with end users, partners, and local Vertiv offices in the assigned territory to meet all goals and objectives. The role focuses on increasing revenue via channel partners for edge solutions that include racks, rack power distribution, UPS systems, thermal solutions, Infrastructure Management Software, and Services. The manager will engage and navigate all levels of end-user organizations—particularly executives, IT directors, and decision makers—for data center and edge rollouts/deployments, and will develop go-to-market selling plans that include organizational structure, decision-maker matrices, incumbent vendors, facility locations/potential, and partner ecosystems. The position also involves identifying and developing relationships with channel partners and end users to drive profitability and growth in line with company vision and values, as well as contributing to training and educational programs for clients and partners.

Responsibilities

• Develop, present, and execute a territory plan that ensures attainment of company goals and profitability.
• Initiate and coordinate development of action plans to penetrate verticals and new accounts.
• Develop and maintain sales by exploring and qualifying existing accounts (50% existing/50% new accounts).
• Work with local Vertiv offices and partners to maintain and manage pipeline in CRM.
• Manage and lead Channel Account Managers at local Vertiv offices (these CAMs are dotted-line to the RSM).
• Participate in trade shows within the assigned geographic region.
• Maintain responsibility for the performance and development of channel partners and local Vertiv offices.
• Maintain accurate records of all pricing, sales, and activity reports.
• Control expenses to meet budget guidelines.
• Provide accurate feedback to management on wins/losses and trends.
• Coordinate and lead activities with a dedicated Inside Sales Rep to maximize new business opportunities.
• Consult with management in formulating sales and marketing strategy.
• Interface with local, regional, and national distribution account management and sales.
• Determine and oversee local tradeshow selections, scheduling, and coverage.
• Ensure high caliber customer response and satisfaction.
• Train and mentor less experienced RSMs as needed.

Minimum Qualifications

• Minimum of 8 years’ sales experience.
• Strong communication skills in written, verbal, and visual media.
• Strong understanding of customer and market dynamics and requirements.
• Willingness to travel and work in a global team of professionals.
• Ability to learn and adapt to a rapidly changing market.
• Proven leadership and ability to achieve sales goals.
• Ability to manage multiple offices and personnel to achieve objectives.
• Strong organizational skills; detail-oriented with the ability to manage and prioritize leads through multiple channels.
• Excellent problem-solving abilities and capability of resolving contract and product issues.
• Understanding of Edge Solutions, UPS/Power Products, Racks, Thermal, critical space environments, and service offerings.
• Team player with outstanding verbal and written communication skills.
• Proven ability to handle multiple projects under a heavy travel schedule.
• High degree of independent judgment.
• Ability to work in a matrix management environment and with all levels within the organization.

Preferred Qualifications

• Working knowledge and/or sales experience within the data center industry.
• Understanding of Vertiv Representative selling structure.

Physical & Environmental Demands

• Frequent driving.

Travel

50–75% within territory.