Director, Technical Sales – AC Power

Vertiv • Delaware, OH

5h

About The Position

The Director, Technical Sales – AC Power is responsible for AC Power
Technical Sales and Application Engineering activities and growth initiatives
for Vertiv 3-phase AC Power Products in North America. These teams are
responsible for GSA, Enterprise, and C&I accounts and activities.  Manage
leaders and organizational efforts to drive consistent performance and growth
initiatives of 3-phase AC Power products at Vertiv. Drive coordination
between Sales Offices, GSA Account Managers, Channel Sales leaders, Product
Management, SFA engineering, and sales operations resources required for
successful customer engagement and execution.

Requirements

• Bachelor’s in engineering, business or related degree.
• 10+ years of industry sales experience.
• Technical knowledge of 3-phase AC Power products and applications.
• Deep market dynamics and industry knowledge.
• Experience working on large, complex RFQs.
• Experience working with Sales Offices and Account Managers.
• Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues.
• Sales Presentation skills.
• Attaining quota in measured categories.
• Assist in problem job / equipment reconciliation.
• Provide a role model within the company for sales department functions.

Responsibilities

• Manage team of high performing AC Power technical sales associates, providing direction and assistance in implementing key AC Power growth initiatives.
• Manage Technical Sales Engineer team members and provide support for key client engagements focused on Enterprise, C&I, and flow business including the following activities: assistance with development of concept power architectures, technical guidance for selection of best fit product ratings, battery selection and sizing, creation of concept single lines and virtual or in-person design reviews.
• Manage Technical Sales Engineering team focused on GSA accounts. This team focuses on specification reviews and responses, technical guidance for selections based on specification, responding to consulting engineers questions, supporting GSA account managers, virtual and/or in-person design reviews, submittal creation.
• Lead, mentor, and manage the application engineering team to provide responsive and accurate technical support to Vertiv’s sales team across US, Canada, and select global areas.
• Lead coordination with internal teams such as engineering, SFA engineering, technical sales, and sales teams to address barriers in opportunities to orders process.
• Focus on achieving growth to hit company targets.
• Support budgeting and spec development to maximize success rates.
• 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 and customer facing presentations and engagements including leading customer communications.
• Participate in New Product Development efforts.
• Provide industry feedback to product managers for product improvements and roadmaps.

What This Job Offers

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