Strategic Account Manager, Hyperscale & Colocation

at  Vertiv

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 Strategic Account Manager, Hyperscale & Colocation to join our team in UK.

POSITION SUMMARY

• To secure and grow order intake on the full Vertiv product portfolio in the Uk & Ireland within the defined commercial policy.
• To grow market share on full Vertiv product portfolio including E&I Engineering.Ensure that any activity, task and responsibility required by role in terms of the International Trade Compliance Regulation is managed and performed in full compliance with the Company ITC certification program itself

JOB QUALIFICATIONS:

• Excellent relationship management gained through a commercial experience to understand customer(s) and the Vertiv business environment.
• Min. 10 years proven records in account management.
• Good network in the consulting community linked to the Datacenter business.
• Strong experience in business negotiations
• Strong experience in relationship building activities with customers.
• High ability to develop and execute strategic plans.
• Excellent interpersonal skills and relationship builder.
• Degree in electrical or mechanical engineering or equivalent
• Strong sales background with experience in critical support applications.
• Planning, Organisational 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, organise, and manage time effectively.
• Excellent customer service skills.Driving License
• 
  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!

RESPONSIBILITIES

• Actively manage and develop client relationships to maximize sales potential and develop business
• Drive and manage relationships with defined National Key Accounts.
• Drive relationships with local Uk & Ireland stakeholders working for Global/EMEA key accounts in alignment with Global/EMEA Key Account Manager.
• Facilitate the fulfillment of Global/EMEA Key Account projects in Uk & Ireland with the support from Application Engineers and Sales Support team.
• To establish Vertiv as a supplier of choice in strategic segment Hyperscale & Colocation vertical and establish sustainable long-term relationships with influencers and decision makers in this segment.
• Develop account plans with each allocated account to identify spend per LOB, key stakeholders, organization structure, with the aim to define a growth strategy for this year and the coming years.
• Identify projects as early as possible in the customers buying phase and attempt to influence design and specification of the needed solution for the customer in favor of Vertiv products with technical support from NE Application Engineers.
• To secure order intake individually and to co-ordinate sales/marketing support activity where appropriate from within the sales team. To grow and increase Vertiv share of key market sector business.
• Actively handover service sales leads to Service Sales colleagues and potentially include in complete project selling including service contract selling.
• Represent the company and its corporate values in its relationship with end users accounts, and also consultants, facilities management companies, contractors, resellers and suppliers where appropriate and as required.
• Actively handover leads derived from Uk & Ireland customers for projects happening in other countries to relevant sales colleagues and support these colleagues in winning the opportunities.
• Liaise and work with the channel team and partners to support white space sales opportunities that stem from infrastructure projects within the key/national accounts team.
• Enforce, assist and facilitate commercial policy.
• Establish/anchor awareness of Vertiv brand in Uk & Ireland market through customer engagements, and with the assistance of marketing.
• Report on status of ongoing relationships and projects frequently, advising on status and likely timing of order placement, sales and forecasts at frequent pipeline review meetings.
• Documents progressing of opportunities in Uk & Ireland pipeline in CRM with support from Sales Support team.
• Constantly monitor and report on developments in buying patterns and go-to-market models in Uk & Ireland.
  Identify business opportunities, monitor competition (product, pricing), and make recommendations upwards in terms of new and product improvements and price positioning.

IN ORDER TO BE SUCCESSFUL IN THIS ROLE YOU WILL NEED TO HAVE:

• Contribute to team-work and knowledge sharing inside the team and organization: maintain and update reporting systems, run scheduled and ad-hoc analysis, lead and participate in team meetings and share your experiences, share new knowledge you gather about the market, competitors and challenges you perceive we face.
• Focus on self-growth and development: keep an open mind and learn from some of the best experts in the company and the industry, participate in Vertiv meetings and events to acquire knowledge of where the market is going, keep up to date with technical developments, participate in company trainings and apply the knowledge in your day to day work.
• Be innovative: bring own ideas of improvements inside the team, look at each process and task with the goal of constantly improving it to bring more value to the customer, to you, the team and the organization.Own their job: approach daily work and customers with ethics, responsibility, discipline and ownership, knowing that everything you do has an impact on the customers, the company and your development. Sales activities, related administrative activities, reporting and your own development are all important and lead to your success in the role.