Regional Sales Manager, Channel

Job Description

The Regional Sales Manager, Channel is responsible for working with end users, partners, and local Vertiv offices in an assigned territory to meet all goals and objectives. Increase revenue via channel partners for edge solutions that include racks, rack power distribution, UPS systems, thermal solutions, Infrastructure Management Software, and Services. Work with our local Vertiv offices to engage and navigate all levels of an end user organization;

with a focus on reaching executives, IT directors and decision makers for Data Center and Edge rollouts/deployments. Develop go to market selling plans to include organizational structure, decision maker matrix, incumbent vendors, facility locations/potential, and partner ecosystem. Identifies and develops relationships with channel partners and end users to provide leadership towards the achievement of maximum profitability and growth in line with company vision and values.

Establishes plans and strategies to expand the customer base in the marketing area and contributes to the development of training and educational programs for clients and partners.

• Develop, present, and execute on territory plan for market that ensures attainment of company goals and profitability.
• Initiate and coordinate development of action plans to penetrate verticals and new account.
• 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.
• Aid Channel Account Managers at our local Vertiv offices as needed.
• Participate in trade shows within assigned geographic region.
• Participate in the performance and development of channel partners and local Vertiv offices.
• Maintain accurate records of all pricings, 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 dedicated Inside Sales Rep to maximize ability to close on new business opportunities.
• Formulate a sales and marketing strategy in collaboration with management.
• Interface with local, regional, and national distribution accounts management and sales.
• Collaborate with management to determine local tradeshow selections, scheduling, and coverage.
• Ensure high caliber customer response and satisfaction.

• Bachelor’s degree (or equivalent combination of education and experience)
• 5+ years of sales experience, preferably in a related field.
• Strong communication skills (written, verbal, and visual media).
• Working knowledge 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 ability to achieve sales goals.
• Ability to work with multiple offices and personnel to achieve objectives is required.
• Strong organizational skills.
• Detail oriented with the ability to manage and prioritize leads through multiple channels.
• Excellent problem-solving abilities and capable 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.
• Ability to handle multiple projects under a heavy travel schedule.

• No special physical requirements.

• 50-75%

The overall anticipated total compensation package for this role is between $102,607 to $136,810 per year, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the State of CO is between $61,564 to $82,086 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…