Technical Sales Manager – Rack and Row Solutions

About the role

We are looking for an in-market Technical Sales Manager – Rack & Row Solutions to support the growth of Vertiv rack and cabinet solutions. This role is responsible for conducting customer site walks, assessing infrastructure needs, developing technical specifications, providing pricing, and identifying cross-competitive opportunities.

Responsibilities

• Conduct site walks to assess customer infrastructure, white space layouts, rack environments, power distribution, containment needs, airflow challenges, and future expansion requirements.
• Develop technical specifications and solution designs for rack and cabinet infrastructure, including racks, containment, cable management, airflow management, rack PDUs, single-phase UPS, and in-rack three-phase UPS.
• Provide accurate pricing, proposals, and solution recommendations for Racks, Containment, 1PH UPS, rPDU, and in-rack 3PH UPS opportunities.
• Identify and pursue cross-competitive opportunities where customers may be using alternative rack, cabinet, containment, UPS, or power distribution solutions.
• Collaborate with regional sales teams to support account strategy, opportunity development, customer engagement, and competitive positioning.
• Work with customers, consultants, contractors, electrical distributors, and partners to understand project requirements and recommend appropriate solutions.
• Support the sales process from discovery through proposal, including technical clarification, product selection, configuration guidance, and follow-up.
• Partner with internal engineering, product management, customer service, operations, and pricing teams to ensure accurate solutions, lead times, and customer expectations.
• Provide product education and technical guidance to sales teams, consultants, contractors, electrical distributors, and customers.
• Maintain a strong pipeline of opportunities and provide updates on site activity, customer needs, competitive threats, and market trends.
• Assist with customer presentations, product demonstrations, trade shows, training sessions, and regional sales initiatives.

Qualifications

• Bachelor’s degree in electrical or mechanical engineering or other technical degree.
• Associates degree or Military certification with at least 3 years of directly related work experience will be held as equivalent to the educational requirement.
• 8 to 10 years of directly related work experience is preferred.
• Strong technical knowledge of power and data center infrastructure solutions.
• Ability to engage customers in both technical and sales discussions.

Skills

• Technical expertise in data center white space infrastructure, including racks, containment, single-phase UPS, rack PDUs, and in-rack three-phase UPS solutions.
• Strong customer-facing skills and ability to develop technical specifications and solution designs.
• Experience in providing accurate pricing, proposals, and solution recommendations.
• Ability to identify and pursue cross-competitive opportunities.
• Collaboration and teamwork skills with regional sales teams, consultants, contractors, electrical distributors, and partners.
• Product education and technical guidance to sales teams, consultants, contractors, electrical distributors, and customers.
• Strong pipeline management and market trend analysis skills.
• Effective communication and presentation skills.

Benefits

The anticipated salary range for this role in the California, New York, Washington, and Washington D.C. locality is between $131,914 to $164,824 per year—salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee’s role and individual offer details. In addition, this role is eligible for a monthly Sales Incentive plan on a 80/20 split. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.

Pay

The anticipated salary range for this role in the California, New York, Washington, and Washington D.C. locality is between $131,914 to $164,824 per year—salary ranges for other geographic localities may vary.

Schedule

Will require up to 50% travel.