Regional Sales Manager, Channel (Northeast)

Position Summary

The Regional Sales Manager (RSM) is responsible for driving growth of Vertiv Rack Solutions - specifically Great Lakes Case & Cabinet offerings through direct engagement with end users, channel partners, and local Vertiv offices within the assigned territory.

Responsibilities

• Develop, present, and execute a territory business plan that aligns to Vertiv growth objectives for Great Lakes rack solutions.
• Drive incremental revenue through channel partners, distributors, and direct engagement with end users.
• Maintain balanced focus on both existing accounts and new logo acquisition (50/50 mix).
• Build and manage a healthy pipeline within CRM through collaboration with local Vertiv offices and partners.
• Engage and navigate all levels of end user organizations including executives, IT leadership, facility managers, and project teams.
• Conduct site walks aligned with edge and key accelerated compute initiatives, support solution scoping and design collaboration with SE resources.
• Develop a decision maker matrix, account plans, and go to market strategy for key verticals.
• Lead and support partner development activities including training, enablement, and joint selling motions.
• Manage and influence Channel Account Managers (dotted line reporting) within local Vertiv offices to ensure alignment and effective execution.
• Support regional trade show strategy, including event selection, logistics, and coverage.
• Ensure timely, high quality customer engagement and post sales follow up to maintain strong customer satisfaction and long-term loyalty.
• Provide training and mentorship to less experienced team members as needed.

Minimum Qualifications

• Bachelor’s degree in business, sales, marketing, or related field (or equivalent combination of education and experience).
• 8 years of sales/account management experience.
• Demonstrated ability to manage a territory with heavy partner and end user engagement.
• Strong communication skills (written, verbal, and visual media).
• Able to lead multiple offices, partners, and projects simultaneously in a matrixed environment.
• Strong relationship building skills with IT, facilities, engineering, and procurement stakeholders.
• Highly organized with strong pipeline discipline, forecasting accuracy, and follow-through.
• Excellent problem-solving abilities and capable of resolving contract and product issues.
• Ability to adapt quickly to changing market needs and internal processes.
• Willingness to travel extensively across the assigned territory.

Preferred Qualifications

• Experience in data center, IT infrastructure, or related markets.
• Working knowledge of the data center industry and channel ecosystem.
• Experience selling into Fortune 500, enterprise, SLED, and colocation customers.
• Strong understanding of rack systems, rPDUs, UPS, thermal, and edge infrastructure environments.
• Familiarity with Vertiv’s representative model and product ecosystem.