Major Account Manager (Remote)

Vertiv•Westerville, OH

7d•Remote

About The Position

Responsible for managing and growing relationships within assigned Major Accounts to expand Vertiv’s portfolio of critical infrastructure services. Partner closely with equipment sales teams to engage early on new projects and grow the installed asset base within each account. Develop and maintain a strategic account profile and relationship map to strengthen Vertiv’s position and alignment with key stakeholders. Through regular customer engagement, build trusted relationships and identify opportunities to deepen collaboration. Leverage internal teams and subject matter experts as needed to deliver solutions that meet or exceed customer expectations.

Requirements

Bachelor’s degree required
5+ years of job experience in progressively responsible assignments
Account management or B2B outside sales experience (similar industry preferred)
Skilled in Microsoft Office, especially PowerPoint, Excel and Word

Nice To Haves

Planning, Organizational and Leadership Skills.
Basic legal and business knowledge.
Account Management, Selling, influencing, negotiating and problem-solving skills.
Excellent written and oral communication skills at all levels.
Ability to work proactively under own initiative, as well as in a team environment.
Be an aggressive competitor and keen achiever.
Ability to represent Vertiv successfully at meetings to senior management level.
Excellent presentation skills.
Numerate and IT literate with an in-depth understanding of business performance.
The ability to work under pressure and to agreed timescales.
Self-starter, ability to plan, organize, and manage time effectively.
Excellent customer service skills.

Responsibilities

Manage overall relationship with each named account, including developing strategic growth plans to expand the account deeper and wider.
Develop long term relationships as a trusted advisor with a portfolio of clients, connecting with key business executives and stakeholders.
Negotiate national and/or global level agreements on behalf of the company, including all pricing, scope and SLA/KPI related deliverables.
Where applicable, manage and coordinate the efforts of Local Business Partners participating in the quoting of Major Account business, with a primary goal of ensuring compliance with pricing and scope levels outlined in the client’s master services agreement (MSA).
Develop and execute service sales strategies to retain existing contract renewals, develop new business opportunities, replace consumables to extend product life cycle, and support large time and material projects.
Actively manage customer asset lists to ensure service agreements remain aligned with the customer’s current installed base, capturing all assets that require coverage and removing those that have been decommissioned.
Make sales calls to promote our capabilities and develop long-term relationships to foster future business opportunities.
Work with and motivate the local/regional/national/global sales teams to develop long-term buying agreements.
Involve and engage management and support teams of the operational teams to ensure service execution and delivery according to the contract requirements and customer expectations.
Contribute to the development of materials and participate to deliver presentations that effectively communicate the purpose and objectives while effectively persuading the audience with data and statistics that make our points clear, concise and obvious.
Assist in bid and contract submittal process with assigned Client.
Assist in sales order processes as necessary, including data entry when needed, to ensure prompt and accurate order management, delivery and reporting.
Obtain proper authorizations / approvals to operate and manage within a specified budget.