Field Sales Engineer, Channel

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The Field Sales Engineer, Channel assists the sales team to drive revenue by qualifying sales opportunities, handling technical questions on Vertiv physical whitespace solutions (hardware and software), preparing and delivering solution-based product presentations and evaluations that meet customer business requirements. The role addresses technical questions or issues that arise during sales engagement, sets appropriate customer expectations, and advises on new projects and initiatives.

• Familiarity with AI and accelerated compute physical environments is preferred but not required.
• Provide in person and remote training and support for territory partners on new and current channel products.
• Recognize and discuss remote access opportunities with customers including KVM, console server and hybrid technologies.
• Provide best practices on whitespace product migrations, upgrades and new product roll‑outs.
• Perform customer need specific consultations and product demonstrations.
• Provide pre‑sales technical support on product queries from new and existing customers/partners.
• Support and facilitate product evaluations that meet customer business requirements.
• Prepare and deliver solution‑based technical presentations and trainings to customers/partners.
• Develop and write white papers, business cases, technical documents where needed to drive business.
• Liaise between sales, offering management, technical support, and consulting to bring the appropriate technical resources to bear at the account.
• Participate in managing and developing customer and partner relationships for long‑term growth, new business discovery and long‑term success.
• Install and configure software solutions for evaluation / Proof of Concept scenarios.
• Have thorough knowledge of the IT channel and how it operates.
• Functional understanding of all Vertiv technologies, solutions, and capabilities.
• Continuously update technical knowledge and learning for new products and services.
• Tailor outgoing RFP proposals and formulate responses to RFPs.

• Bachelor’s degree from a four‑year college or university with emphasis in engineering, or related technical field, or equivalent combination of education and experience.
• 4–8 years of sales support experience in the information technology industry; data center industry experience preferred.
• Data center electrical, network, and cooling background. Familiarity with power and cooling one‑lines, understanding of Ohm’s law and three‑phase power calculation.

• Detail‑oriented with a high degree of accuracy for problem‑solving and analytical skills.
• Understanding of both core and edge data center designs – power, cooling, monitoring, fire protection, containment, etc.
• Knowledge of KVM technologies, both studio production and IP‑based KVM technologies.
• Understanding of management port use on servers, switches, and other network equipment for configuration and firmware updates.
• Understanding of single and 3‑phase power and associated load calculations for IT compute space.
• Knowledge of standard electrical power configurations in the US and worldwide.
• Understanding of rack UPS technology.
• Understanding of monitoring protocols such as SNMP, Modbus, BACnet.
• Understanding of data center cooling and containment design.
• Familiarity with application programming interface (API).
• Resourceful, self‑motivated, customer‑focused, and able to work on a team.
• Strong presentation skills.
• Able to qualify a sales opportunity.
• Can adjust technical content for different audiences and communicate with varying technical levels.
• Can handle customer objections by determining the real business problem, articulating solutions, and finding creative solutions.
• Proactively engages in the sales cycles.

No special physical requirements.

Up to 50% travel.

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational…