Director, Channel Sales (CDW)

Vertiv Group • Chicago, IL

9d

About The Position

POSITION SUMMARY The Director Channel Sales, CDW is responsible for leading Vertiv’s overall strategy, execution, and revenue growth with CDW at a national level. This role owns the relationship with CDW across all relevant business units and solution areas, ensuring strong alignment between Vertiv and CDW sales teams, marketing initiatives, and go to market strategies. The primary objective is to drive sustainable, profitable revenue growth for Vertiv’s full portfolio through CDW by expanding mindshare, increasing solution adoption, and accelerating pipeline and close rates. The Director will act as the executive point of contact for CDW, while coordinating closely with Vertiv regional sales leaders, inside sales, marketing, product management, and services teams to deliver consistent execution and customer success.

Requirements

• Bachelor’s degree required in Business, Marketing, Engineering, or related field (or equivalent combination of education and experience).
• Proven experience leading sales teams.
• 10 plus years relevant sales experience.
• Proven experience leading strategic channel or national partner relationships with a large solution provider or reseller.
• Demonstrated ability to drive revenue growth through indirect sales and complex partner ecosystems.
• Strong executive communication skills (written, verbal, and presentation).
• Deep understanding of customer needs, partner sales models, and go-to-market strategies.
• Ability to learn and adapt in a fast-paced, evolving technology and infrastructure market.
• Willingness to travel extensively and operate effectively within a national and global matrix organization.
• Strong organizational and planning skills with the ability to manage multiple initiatives simultaneously.
• Detail oriented with experience managing pipeline, forecasts, and joint account planning.
• Excellent problem-solving skills, including the ability to resolve commercial, contractual, and product related issues.
• Solid understanding of Edge Solutions, UPS/Power Products, Racks, Thermal, critical space environments, and service offerings.
• High degree of independent judgement and ability to influence without direct authority.

Nice To Haves

• Experience working with or selling into the data center, edge computing, or critical infrastructure markets.

Responsibilities

• Provide strategic leadership and overall ownership of Vertiv’s national relationship with CDW.
• Manage and lead the Vertiv CDW sales team.
• Develop, present, and execute a comprehensive CDW joint business plan that drives revenue growth, profitability, and market share across Vertiv’s full portfolio.
• Recruit, enable, and activate CDW sellers and specialists through training, enablement programs, and joint selling motions.
• Serve as the primary executive interface between Vertiv and CDW, maintaining strong relationships at multiple levels of both organizations.
• Drive pipeline development and opportunity execution in coordination with Vertiv regional sales teams, inside sales, and CDW field sellers.
• Provide accurate forecasting, reporting, and feedback to senior management on performance, trends, wins/losses, and competitive dynamics.
• Collaborate with Vertiv marketing to develop and execute joint demand-generation, promotional, and campaign initiatives with CDW.
• Align with Vertiv product management and services teams to position differentiated solutions and drive cross-portfolio adoption.
• Ensure a high level of customer satisfaction by supporting escalations, resolving issues, and ensuring consistent customer experience.
• Represent Vertiv at CDW and industry events, partner meetings, and trade shows as required

Benefits

• The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k.

What This Job Offers

• Job Type: Full-time
• Career Level: Director