Director, System Integrator Partnerships

Vertiv•Dallas, TX

About The Position

The Director, System Integrator Partnerships defines and executes Vertiv’s global strategy for relationships with major system integrators and consulting organizations, with particular emphasis on Accenture, Deloitte, NTT, HCL, and Wipro. This senior leadership position owns the multi-year strategic roadmap for the system integrator channel and serves as executive sponsor for Tier 1 relationships. It requires executive presence, technical credibility, and an understanding of how large integrators develop, specify, and deliver infrastructure and technology solutions for enterprise customers, translating those insights into revenue growth and market expansion for Vertiv. The Director sets channel revenue targets and investment priorities, establishes partner performance measures and governance, and reports on channel performance and strategic initiatives to senior leadership. The role drives collaboration across Vertiv functions and influences product and solution priorities using partner feedback and market intelligence. It also develops executive relationships, joint go-to-market strategies, and global partnership agreements; engages in customer projects to influence solution choices; and represents Vertiv in industry forums. The position is accountable for SI channel revenue, pipeline health, forecast accuracy, and complex sales cycles. It develops strategic account plans and opportunities for Vertiv power and thermal solutions across data centers, enterprise infrastructure, industrial facilities, and other critical environments. The Director works with partners, customers, and internal teams on business cases, technical proposals, demonstrations, presentations, and customer alignment, while supporting consistent strategy implementation across regions and positioning Vertiv against competitors. The role requires regular travel, specified as 50%. Vertiv states that the successful candidate will embrace its Core Principles and Behaviors and help execute its Strategic Priorities. Vertiv employs approximately 34,000 people and does business in more than 130 countries. Candidates must be legally authorized to work in the United States; sponsorship is not provided.

Requirements

Bachelor’s degree in business, engineering, or a related field, or an equivalent combination of education and experience.
12 or more years of experience in B2B, strategic accounts, business development, technical sales, or channel sales.
Ability to navigate large, matrixed organizations and develop relationships across business units, practices, geographies, and levels of seniority.
Demonstrated P&L or revenue accountability of $100 million or more in channel or partner-driven revenue.
Direct experience working with Accenture, Deloitte, Wipro, or comparable global system integrators and consulting firms.
Strong technical and commercial understanding of power and/or thermal infrastructure.
Experience selling complex technical solutions with long sales cycles and multiple decision-makers.
Demonstrated success developing business through system integrators, consultants, EPCs, OEMs, or strategic channel partners.
Ability to engage credibly with engineers, architects, consultants, system integrators, procurement teams, and C-level executives.
Strong consultative selling, negotiation, presentation, communication, and relationship-building skills.
Proven track record of creating and closing new business rather than relying solely on established accounts.
Willingness to travel regularly to customers, partners, and industry events.

Nice To Haves

MBA or advanced degree.
Prior experience in a Director- or VP-level role managing strategic alliances or channel partnerships.
Enterprise sales experience with a strong background in power systems, thermal management, data center infrastructure, critical infrastructure, or related technologies.
Experience with global partner program design, including tiering, incentives, enablement, and co-marketing.

Responsibilities

Define, develop, and own the multi-year strategic roadmap for the system integrator channel, including revenue targets, investment priorities, and resource allocation.
Establish KPIs, scorecards, and governance frameworks for system integrator partner performance.
Present quarterly business reviews to Vertiv senior leadership on channel performance, pipeline health, and strategic initiatives.
Drive cross-functional alignment across sales, services, engineering, product management, marketing, and operations in support of SI-driven opportunities.
Influence product roadmap and solution development priorities using partner feedback and market intelligence.
Serve as executive sponsor for Tier 1 system integrator relationships and cultivate senior-level relationships within partner firms.
Develop and execute joint go-to-market strategies with system integrators to identify and pursue customer opportunities.
Negotiate and execute global framework agreements, master service agreements, and strategic partnership contracts.
Engage early in customer projects to influence solution architecture, technology selection, specifications, and partner recommendations.
Represent Vertiv at industry conferences, advisory boards, and executive forums.
Own the SI channel revenue target and ensure pipeline health and forecast accuracy through disciplined opportunity management and team accountability.
Drive complex, multi-stakeholder sales cycles from opportunity identification through solution development, commercial negotiation, and project award.
Leverage SI relationships to create opportunities for Vertiv power and thermal solutions in data centers, enterprise infrastructure, industrial facilities, and other critical environments.
Develop strategic account plans and relationship maps for targeted system integrators and other priority partners.
Identify practices, industry verticals, geographic markets, and client accounts where Vertiv’s power and thermal solutions can provide differentiated value.
Work with marketing and strategy teams to develop messaging and materials to support sales efforts.
Partner with integrators and consultants to develop business cases, technical proposals, demonstrations, and executive-level presentations.
Establish relationships with end customers alongside SI partners to align customer requirements with proposed solutions.
Align and support Vertiv global leadership to ensure consistent strategy implementation across regions.
Position Vertiv solutions against competitors and identify differentiators to drive customer adoption.