Vertiv
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Regional Sales Manager, Channel
role at
Vertiv
The Regional Sales Manager (RSM) is responsible for driving growth of Vertiv Rack Solutions—specifically Great Lakes Case & Cabinet offerings—through direct engagement with end users, channel partners, and local Vertiv offices within the assigned territory.
This role focuses on expanding rack share in data center, SLED, and enterprise environments while creating pull through for complementary Vertiv solutions including rPDU, UPS, thermal, and services. The RSM will lead regional go-to-market strategy, develop partner capability, and influence key decision makers across IT, facilities, engineering, and procurement.
Responsibilities
Develop, present, and execute a territory business plan that aligns to Vertiv growth objectives for Great Lakes rack solutions.
Drive incremental revenue through channel partners, distributors, and direct engagement with end users.
Maintain balanced focus on both existing accounts and new logo acquisition (50/50 mix).
Build and manage a healthy pipeline within CRM through collaboration with local Vertiv offices and partners.
Engage and navigate all levels of end user organizations including executives, IT leadership, facility managers, and project teams.
Conduct site walks aligned with edge and key accelerated compute initiatives, support solution scoping and design collaboration with SE resources.
Develop a decision maker matrix, account plans, and go-to-market strategy for key verticals.
Lead and support partner development activities including training, enablement, and joint selling motions.
Manage and influence Channel Account Managers (dotted line reporting) within local Vertiv offices to ensure alignment and execution.
Strengthen relationships with regional and national distribution partners supporting Great Lakes rack products.
Drive partner performance, competencies, and market engagement across the territory.
Maintain accurate pricing, forecasting, activity reporting, and funnel management.
Provide consistent feedback to leadership regarding competitive trends, wins/losses, and product needs.
Coordinate activities with Inside Sales Representatives to maximize visibility and closure of key rack opportunities.
Support regional trade show strategy, including event selection, logistics, and coverage.
Ensure timely, high quality customer engagement and post sales follow up to maintain strong customer satisfaction and long-term loyalty.
Provide training and mentorship to less experienced team members as needed.
Minimum Qualifications
Bachelor’s degree in business, sales, marketing, or related field (or equivalent combination of education and experience).
8+ years of sales/account management experience.
Demonstrated ability to manage a territory with heavy partner and end user engagement.
Strong communication skills (written, verbal, and visual media).
Able to lead multiple offices, partners, and projects simultaneously in a matrixed environment.
Strong relationship building skills with IT, facilities, engineering, and procurement stakeholders.
Highly organized with strong pipeline discipline, forecasting accuracy, and follow-through.
Excellent problem-solving abilities and capable of resolving contract and product issues.
Ability to adapt quickly to changing market needs and internal processes.
Willingness to travel extensively across the assigned territory.
Preferred Qualifications
Experience in data center, IT infrastructure, or related markets.
Working knowledge of the data center industry and channel ecosystem.
Experience selling into Fortune 500, enterprise, SLED, and colocation customers.
Strong understanding of rack systems, rPDUs, UPS, thermal, and edge infrastructure environments.
Familiarity with Vertiv’s representative model and product ecosystem.
Physical & Environmental Demands No special physical requirements.
Time Travel Required 50‑75%
Core Principles Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.
Strategic Priorities
Customer Focus
Operational Excellence
High-Performance Culture
Innovation
Financial Strength
Behaviors
Own It
Act With Urgency
Foster a Customer-First Mindset
Think Big and Execute
Lead by Example
Drive Continuous Improvement
Learn and Seek Out Development
Seniority level Director
Employment type Contract
Job function Sales and Business Development
Industries Appliances, Electrical, and Electronics Manufacturing
Compensation The anticipated salary range for this role in the NY NJ locations is $98.9k to $123.6k, and in CT MA locations is $94.4k to $118k. The total compensation will include a monthly sales incentive and may include merit increases, annual bonus, stock, profit sharing, travel, and other rewards based on performance.
Equal Opportunity Employer Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertivco.com.
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Regional Sales Manager, Channel
role at
Vertiv
The Regional Sales Manager (RSM) is responsible for driving growth of Vertiv Rack Solutions—specifically Great Lakes Case & Cabinet offerings—through direct engagement with end users, channel partners, and local Vertiv offices within the assigned territory.
This role focuses on expanding rack share in data center, SLED, and enterprise environments while creating pull through for complementary Vertiv solutions including rPDU, UPS, thermal, and services. The RSM will lead regional go-to-market strategy, develop partner capability, and influence key decision makers across IT, facilities, engineering, and procurement.
Responsibilities
Develop, present, and execute a territory business plan that aligns to Vertiv growth objectives for Great Lakes rack solutions.
Drive incremental revenue through channel partners, distributors, and direct engagement with end users.
Maintain balanced focus on both existing accounts and new logo acquisition (50/50 mix).
Build and manage a healthy pipeline within CRM through collaboration with local Vertiv offices and partners.
Engage and navigate all levels of end user organizations including executives, IT leadership, facility managers, and project teams.
Conduct site walks aligned with edge and key accelerated compute initiatives, support solution scoping and design collaboration with SE resources.
Develop a decision maker matrix, account plans, and go-to-market strategy for key verticals.
Lead and support partner development activities including training, enablement, and joint selling motions.
Manage and influence Channel Account Managers (dotted line reporting) within local Vertiv offices to ensure alignment and execution.
Strengthen relationships with regional and national distribution partners supporting Great Lakes rack products.
Drive partner performance, competencies, and market engagement across the territory.
Maintain accurate pricing, forecasting, activity reporting, and funnel management.
Provide consistent feedback to leadership regarding competitive trends, wins/losses, and product needs.
Coordinate activities with Inside Sales Representatives to maximize visibility and closure of key rack opportunities.
Support regional trade show strategy, including event selection, logistics, and coverage.
Ensure timely, high quality customer engagement and post sales follow up to maintain strong customer satisfaction and long-term loyalty.
Provide training and mentorship to less experienced team members as needed.
Minimum Qualifications
Bachelor’s degree in business, sales, marketing, or related field (or equivalent combination of education and experience).
8+ years of sales/account management experience.
Demonstrated ability to manage a territory with heavy partner and end user engagement.
Strong communication skills (written, verbal, and visual media).
Able to lead multiple offices, partners, and projects simultaneously in a matrixed environment.
Strong relationship building skills with IT, facilities, engineering, and procurement stakeholders.
Highly organized with strong pipeline discipline, forecasting accuracy, and follow-through.
Excellent problem-solving abilities and capable of resolving contract and product issues.
Ability to adapt quickly to changing market needs and internal processes.
Willingness to travel extensively across the assigned territory.
Preferred Qualifications
Experience in data center, IT infrastructure, or related markets.
Working knowledge of the data center industry and channel ecosystem.
Experience selling into Fortune 500, enterprise, SLED, and colocation customers.
Strong understanding of rack systems, rPDUs, UPS, thermal, and edge infrastructure environments.
Familiarity with Vertiv’s representative model and product ecosystem.
Physical & Environmental Demands No special physical requirements.
Time Travel Required 50‑75%
Core Principles Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.
Strategic Priorities
Customer Focus
Operational Excellence
High-Performance Culture
Innovation
Financial Strength
Behaviors
Own It
Act With Urgency
Foster a Customer-First Mindset
Think Big and Execute
Lead by Example
Drive Continuous Improvement
Learn and Seek Out Development
Seniority level Director
Employment type Contract
Job function Sales and Business Development
Industries Appliances, Electrical, and Electronics Manufacturing
Compensation The anticipated salary range for this role in the NY NJ locations is $98.9k to $123.6k, and in CT MA locations is $94.4k to $118k. The total compensation will include a monthly sales incentive and may include merit increases, annual bonus, stock, profit sharing, travel, and other rewards based on performance.
Equal Opportunity Employer Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertivco.com.
#J-18808-Ljbffr