Federal Sr. Regional Sales Manager

Vertiv Group•Ashburn, VA

48d•Remote

About The Position

The Federal Sr. Regional Sales Manager, FDO/LVO is responsible for growing the share of Vertiv products and services within a defined geography. This role involves strategic federal account management, developing and executing strategic account plans for assigned Federal Civilian, DoD, and Intelligence Community agencies. It also includes establishing executive-level relationships, coordinating with various internal teams and external partners, and understanding federal acquisition vehicles. The position requires identifying emerging agency initiatives, managing opportunities, and serving as a federal subject matter expert.

Requirements

Bachelor’s degree or equivalent combination of education and experience.
10 years of successful Federal sales experience.
5 years of direct federal sales management and/or experience engaging with senior Federal agency leadership.
Must be a United States citizen.
Excellent communication skills, both written and verbal.
Excellent customer service, organizational, and analytical skills.
Ability to work and multi-task in a fast-paced environment.

Nice To Haves

An understanding of the United States Government Customer, procurement methods and buying vehicles, multi-tier distribution and agent sales programs (Federal procurement lifecycles).
Security Clearance (past, current, or the ability to obtain).
Understanding of mechanical and electrical systems used to support information technology in data centers.
Demonstrated knowledge of mission-critical infrastructure, data center, power, cooling, networking, or related technologies.
Existing relationships within Federal Civilian agencies, DoD, or the Intelligence Community.
Experience working with major federal systems integrators and channel partners.
Ability to develop executive relationships and influence complex, multi-stakeholder opportunities.
Ability to effectively deliver presentations to both external customers and internal stakeholders.
Proven history of exceeding quota and managing a large strategic territory.

Responsibilities

Develop and execute strategic account plans for assigned Federal Civilian, DoD, and Intelligence Community agencies throughout the targeted territory.
Identify, qualify, and advance opportunities from early planning through award while maintaining a healthy multi-quarter pipeline.
Establish executive-level relationships with agency leadership, program managers, contracting officers, systems integrators, and key partners.
Represent Vertiv as a trusted advisor on mission-critical infrastructure, power, cooling, and edge computing solutions.
Coordinate closely with Field Direct Offices (FDOs), Local Vertiv Offices (LVOs), engineering, legal, contracts, operations, and channel partners to ensure successful opportunity execution.
Develop and maintain strategic relationships with federal systems integrators, distributors, and partners.
Understand and leverage federal acquisition vehicles including GSA, SEWP, NASA, IDIQs, GWACs, BPA's, and agency-specific procurement vehicles.
Work with contracts and legal teams to ensure compliance with applicable FAR, DFARS, BAA, TAA, and agency procurement requirements.
Identify emerging agency initiatives, appropriations, modernization programs, and infrastructure investments that align with Vertiv's portfolio.
Drive early specification of Vertiv solutions into customer designs and project requirements.
Maintain accurate opportunity tracking, account activity, and forecasting within pipeline reporting.
Lead account reviews, opportunity strategy sessions, and capture planning activities.
Serve as the federal subject matter expert for assigned agencies and provide market intelligence to product management and executive leadership.
Mentor area of responsibility on federal sales processes and best practices.