Technical Business Development Sr. Manager, Consulting Engineers

at  Vertiv

POSITION SUMMARY

This role is responsible for AC Power business development, technical sales activities, and growth initiatives focused on consulting engineers that are driving designs of AI solutions in North America. This includes increasing awareness and use of Vertiv 3-phase AC Power products with these key consulting engineers and clients, developing and maintaining relationships with them to provide critical customer insight on strategic projects, and driving sales growth in 3-phase AC Power products.

QUALIFICATIONS

• Bachelor’s degree in engineering, business, or related degree.
• 10+ years of industry sales experience.
• Advanced technical knowledge of 3-phase AC Power products and applications.
• Deep market dynamics and industry knowledge.
• Experience working on large, complex Requests for Quote (RFQs).
• Experience working with sales offices.
• Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues.
• Strong sales presentation skills.Skilled in job/equipment problem reconciliation.

• Focuses on key consulting engineers to influence specifications and architectural designs.
• Acts as an industry expert with knowledge of industry trends of electrical designs for data centers, AI, and commercial and industrial solutions.
• Penetrates key account targets and establishes oneself as a trusted advisor for all influencers within the organization.
• Creates and maintains key account status templates and presents to senior management at a regularly defined cadence.
• Prepares and leads regular reviews for Vertiv senior leadership.
• Works with Director and Vice President of Technical sales to develop sales strategies to increase share of revenue for projects focused on data centers and expand reach into commercial and industrial opportunities.
• Works with Director of Technical Sales to improve group processes and procedures.
• Works with internal teams (Engineering and Offering Management) to implement features and products needed to support innovative designs.
• Focuses on achieving growth to hit company targets.
• Supports technical proposals, design documentation, and project proposals to aid the design process and delivery to customers.
• Represents the company and actively participates in key customer factory visits.
• Creates general industry awareness through attendance and presenting at industry events.
• Educates selling entities on application focused system architectures.
• Provides sales staff with technical assistance and support for technical documentation and customer facing presentations and engagements including leading customer communications.
• Participates in New Product Development efforts.
• Provides industry feedback to product managers for product improvements and roadmaps.Acts as a role model with the company for sales department functions. Trains and mentors less experienced team members.