Director, System Integrator Partnerships

Vertiv Group•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, particularly Accenture, Deloitte, NTT, HCL, and Wipro. This senior leadership role 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 a strong understanding of how large integrators develop, specify, and deliver infrastructure and technology solutions for enterprise customers. The Director is accountable for channel strategy, partner performance, revenue growth, and pipeline health. The role builds executive and working-level relationships within integrator organizations; develops joint go-to-market strategies; negotiates strategic agreements; and engages early in customer projects to influence architecture, technology selection, specifications, and partner recommendations. The Director also works across Vertiv’s sales, services, engineering, product management, marketing, operations, and global leadership teams to align strategies and pursue opportunities for power and thermal solutions. The position requires a bachelor’s degree or equivalent combination of education and experience, at least 12 years of relevant experience, demonstrated accountability for $100M+ in channel or partner-driven revenue, and experience working directly with global system integrators or comparable firms. Frequent travel is required, with travel time listed as 50%.

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 for $100M 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.
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.
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.
Legal authorization to work in the United States; work authorization sponsorship is not provided.

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 in power systems, thermal management, data center infrastructure, critical infrastructure, or related technologies.
Experience designing global partner programs, 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 covering channel performance, pipeline health, and strategic initiatives.
Drive cross-functional alignment across sales, services, engineering, product management, marketing, and operations to support system-integrator-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, cultivating and maintaining senior-level relationships.
Build relationships with practice leaders, account executives, solution architects, engineering teams, and procurement organizations at partner firms.
Develop and execute joint go-to-market strategies 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 system integrator channel revenue target and maintain 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.
Use system integrator 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 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.
Build relationships with end customers alongside system integrator partners to align customer requirements with proposed solutions.
Align with and support Vertiv global leadership to ensure consistent strategy implementation across regions.
Position Vertiv solutions against competitors and identify differentiators to drive customer adoption.