Channel IT Reseller Manager - UK & Ireland

at  Vertiv Group Corp

At Vertiv, we build products that keep critical technologies running 24/7. We are proud we were the first to protect mainframes with precision cooling systems. We were the first to introduce an integrated enclosure system to distributed networks. We help some of the largest names in the industry bring new capacity online faster and at a lower cost when search and social media increased demand for storage and computing. Our portfolio spans power, thermal and infrastructure management products, software and solutions, and is complemented by a network of nearly 250 service centers worldwide.
We are now looking for a Channel IT Reseller Manager UK & Ireland to join our team in UK.
The IT Channel Reseller Manager is responsible for sales growth through managed reseller partners to help maximise channel sales opportunities across the region.
The main contribution of this role is driving aggressive revenue growth of Mission-Critical infrastructure solutions from Vertiv’s Rack and Edge based products, including UPS, Rack/Row based Cooling, Power Distribution and IT Management portfolios.

QUALIFICATIONS + SKILLS

• Bachelor’s degree in an applicable technology or business field, with demonstrated business aptitude.
• Excellent people management and relationship building skills.
• Excellent presentation and verbal / written communication skills, delivered in person and via virtual settings.
• Exceptionally strong channel development and management experience of at least 5+ years in similar or related positions with strong understanding of regional resellers and partners in the region.
• Outstanding, demonstratable track record in achieving sales targets.
• International English at advanced level.
• Significant experience managing sales, or multiple component products / programs.
• Experience in use of PowerBI reports to impart customer insight and facilitate internal reporting requirements.
• Familiarity with sales channels including IT Distribution, Electrical Distribution, Value Added Resellers, System Integrators, and Electrical & Mechanical Contractors is essential.
• Familiarity with technology verticals including IT cloud services, communication / telecom, collocation and enterprise is highly preferred.
• Familiarity with server OEM & ODM market leaders, their technologies, capabilities, go-to-market routes, and strategies is highly preferred.
If YOU are the person we are looking for, feel free to apply and let’s start drafting your future career in a healthy and growing environment

• Create and manage agreed partner business (growth) plans for managed resellers. Setting targets for Partner Incentive Agreements and working to achieve / exceed agreed sales targets and KPI commitments.
• Identify, recruit, onboard and progress partners through the Vertiv Partner Program.
• On site cadence to develop the technical competency of each partner and support sales enablement, whilst utilising resources including Application Engineering, Marketing and Sales Support.
• Along with other joint resources, role out promotional activity, product launches and plan partner events, such as technology workshops and seminars.
• Monthly and Quarterly business reviews with stakeholders.
• Perform site surveys to scope and qualify customer technical and commercial requirements.
• Selecting product mixes, developing solutions and managing quotations.
• Facilitating bid management, through Vertiv’s Quote to Order process: Provide effective qualification of opportunities, use of Vertiv’s configuration / quote tools, and work to manage customer expectations through Vertiv’s Application Engineering team to provide technically and commercially comprehensive bids.
• Extensive and professional use of CRM tools. Supporting Vertiv’s management standards ensuring high quality, accurate input to pipeline management and forecasting.
• Manage all additional account management functions such as operations, stock control and contact management.
• Support demonstrations, planning and accompanying partners / end users both domestically and internationally.
• Channel conflict management.
• Deal registration and Special Price Request (SPR) management.
• Lead and coordinate marketing plans, promotions and product launches, along with channel field marketing functions.
• Champion Vertiv tools and programs such as the Vertiv Partner Program, Partner Portal and Vertiv Solution Designer.
• Identify, develop and maintain relationships with Vertiv funded heads in the reseller network.