Technical Sales Manager - AC Power, Hyperscale

Vertiv•Delaware, OH

4d•Remote

About The Position

The Technical Sales Manager – AC Power, Hyperscale supports selling efforts for Vertiv’s 3-Phase AC Power product offering, with deep technical and industry knowledge with a focus on Hyperscale accounts. This role is open to 100% remote work.

Requirements

Bachelor’s degree in engineering, business, or related field.
8-10 years of industry sales experience.
Technical knowledge of products and applications.
Industry knowledge and understanding of market dynamics.
Experience working on large, complex requests for quotes (RFQs).
Ability to build relationships and collaborate well with other departments and sales offices.
Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues.
Strong communication skills (verbal, written, presentation).
Ability to attain quota in measured categories.
Strong problem-solving skills.

Responsibilities

Provides technical review and response to Request for Proposals (RFP) for Vertiv 3-Phase AC Power opportunities for assigned Hyperscale key accounts. Primary focus will be specification CDE review/completion, review of electrical drawings submitted with RFP, assistance with initial equipment configurations based on understanding of specification/drawing requirements, and aid with completing project specific bid forms (when required).
Supports driving sales growth.
Provides technical support for assigned Hyperscale Account Managers 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.
Supports budgeting and spec development to maximize success rates.
Coordinates with assigned Hyperscale Account Managers to support engagement with targeted consulting engineers, contractors, and general contractors.
Represents the company and actively participates in key customer factory visits.
Travel as required to support assigned Hyperscale Account Managers and to support increasing share of wallet withing the assigned account by supporting in person meetings.
Participates as needed in account planning efforts and engagement strategies for key clients.
Supports technical proposals, design documentation, and project proposals to aid the design process and delivery to customers.
Provides sales staff with technical assistance and support for technical documentation and customer-facing presentations & engagements including leading customer communications.
Participates in new product development efforts as assigned.
Provides industry feedback to product managers for product improvements and roadmaps.
Acts as a mentor to less experienced team members.