Manager, National Technical Thermal Sales (REMOTE)

Vertiv - Westerville, OH

Full-time - Manager

Remote - Westerville, OH

1,001-5,000 employees

Wholesale Trade Agents and Brokers

About the position

The Manager of National Technical Thermal Sales is responsible for managing and expanding client relationships with influential consulting engineers in the data center industry. This role combines technical expertise with account management and leadership skills, focusing on establishing Vertiv as the industry leader in thermal management for liquid-cooled data center applications. The position involves developing account management strategies, business plans, and systems for measuring account influence.

Responsibilities

• Build, lead, mentor, and manage the engineering account sales team to ensure alignment with key business objectives and foster a high-performance culture.
• Develop account specific strategies to grow influence on key engineering firms to increase Vertiv thermal management.
• Set performance targets for the team, develop/monitor key metrics for performance evaluation, and provide regular progress reports to senior management.
• Collaborate with cross-functional teams, including offering management, technical sales, sales, and engineering to drive development of new products and features.
• Develop thorough reference design library for common application cases that includes technical documentation on system/component performance, recommended operational setpoints, energy analysis, recommended equipment layout, and sequences of operation.
• Drive the development and adoption of new tools, software, and methodologies to enhance system modelling.
• Represent the company and actively participate in key customer factory visits.
• Participate as needed in account planning efforts and engagement strategies for key clients.
• Support technical proposals, design documentation, and project proposals to aid the design process and delivery to customers.
• Provide sales staff with technical assistance and support for technical documentation, customer facing presentations, and engagements, including leading customer communications.
• Represent Vertiv at industry conferences, seminars, and customer presentations.
• Stay updated on evolving industry trends, materials, and technologies to maintain Vertiv's competitive edge.
• Provide industry feedback to product managers for product improvements and roadmaps.

Requirements

• Bachelor's degree in engineering, business, or related field of study (or equivalent combination of education and experience).
• 8+ years of industry technical experience.
• Technical knowledge of data center thermal management products and applications.
• Deep market dynamics and industry knowledge.
• Proven track record of influencing engineering accounts.
• Experience working with sales offices.
• Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues.
• Excellent sales presentation skills.
• Strong problem-solving skills and ability to translate technical challenges into actionable plans.

Nice-to-haves

• Experience in sales.
• Knowledge and understanding of Vertiv's thermal portfolio.
• MBA.
• Experience in leading/managing high performing teams.

Benefits

• Stability of a global leader in a growing industry.
• Opportunity of a startup environment.
• Design, manufacture and service mission-critical infrastructure technologies.