Business Development Manager - Power

Vertiv Co; Melbourne; On-site; AUD 120,000 - 160,000; Full time

Job summary

Vertiv is seeking a high-energy Territory Account Manager to accelerate revenue growth across VIC/TAS/SA, shaping project specifications and guiding purchasing decisions before opportunities reach tender. You will build trusted advisory relationships with end-users, consultants, contractors and service partners to create demand and position Vertiv as the preferred partner.

Travel regularly across the region, with a strong focus on new business and complex multi-stakeholder deals.

Qualifications

• Minimum 5 years' business development in IT, data centre, critical infrastructure, or industrial sectors.
• Experience influencing consultants, contractors and end users to shape specifications.
• Proven ability to manage complex sales cycles with long lead times.
• Formal industry qualifications preferred.

Responsibilities

• Identify and secure new business opportunities across Vertiv's portfolio.
• Drive early engagement to influence specifications and purchasing decisions.
• Own revenue targets and manage a high-quality sales pipeline.
• Maintain up-to-date opportunity records and forecast in the CRM.
• Collaborate with solution architects and pre-sales to tailor offerings.

Skills

Relationship building

Strategic selling

Stakeholder management

Forecasting

Consultant engagement

Territory planning

Education

Trade qualification in electrical engineering

Tools

CRM (Salesforce)

Job description

Position Summary/Objectives of Incumbent:

Drive revenue growth across Vertiv's product and solutions portfolio within the VIC/TAS/SA regions by influencing decision-makers at every stage of the customer journey. This role goes beyond traditional selling — it requires the ability to shape project specifications, guide purchasing decisions, and position Vertiv as the preferred partner long before opportunities go to tender. Build trusted advisory relationships with end-users, consultants, contractors, and service partners to create demand, shift perceptions, and establish Vertiv's authority in the market. Consistently deliver against sales targets by combining commercial acumen with the ability to influence outcomes across complex, multi-stakeholder environments.

Ensure all sales activities align with company policies, and operating principles while expanding market presence and brand recognition. Represent the company with professionalism and integrity, maintaining a strong and positive image at all times.

Key responsibilities:

• Proactively identify, pursue, and secure new business opportunities across Vertiv's product and solutions portfolio.
• Target both new and existing customers to expand Vertiv's presence across the VIC/TAS/SA regions, but greater focus on new customers/relationships & end of life replacements.
• Drive early engagement in customer projects to influence specifications and purchasing decisions.
• Own and deliver against annual revenue targets, contributing directly to market share growth.
• Build and manage a high-quality sales pipeline with consistent, accurate forecasting.
• Maintain up-to-date opportunity records and pipeline data within the CRM platform.
• Partner with solution architects and pre-sales engineers to develop tailored, customer-centric offerings.
• Drive the sales cycle from lead/opportunity qualification to deal closure, ensuring customer needs are met with tailored solutions.
• Position Vertiv's full portfolio to clearly differentiate against competitors. While the primary focus is Vertiv's power portfolio, the role requires the ability to position and sell across the full solutions range to maximise customer outcomes.
• Build strong, long-term relationships with key stakeholders, including end-users, consultants, contractors, and service partners, to influence specifications and drive early engagement in customer projects.
• Host and attend presentations, lunch-and-learns, and workshops with consultant and contractor communities.
• Act as a trusted advisor by understanding customer challenges and aligning solutions to their needs.
• Monitor market trends, industry shifts, and competitor activity across the VIC/TAS/SA regions.
• Use customer insights and market intelligence to refine go-to-market strategies and enhance Vertiv’s competitive positioning.
• Share relevant market feedback with internal teams to inform product and go-to-market decisions.
• Execute sales initiatives in alignment with broader business objectives.
• Provide monthly updates on progress, pipeline health, risks, and recommended adjustments.
• Continuously improve sales processes and engagement approaches to maximise conversion rates and customer satisfaction.

Travel Requirements

• Regular travel across Victoria, Tasmania, and South Australia is required, with the majority of time spent in the field meeting customers, consultants, and contractors.
• Interstate travel frequency will vary based on pipeline activity and project requirements.

Continuous Improvement & Customer Experience

• Leverage Vertiv's Operating System (continuous improvement framework) to identify and implement process enhancements.
• Continuously seek ways to enhance thecustomer experience at every stage of the sales journey. This is inclusive of sales processes, engagement approaches, and customer interactions to maximize satisfaction and conversion rates.
• Comply with all WHS, environmental, and quality obligations, including when visiting customer sites.
• Actively promote a safe working environment and report hazards, incidents, or near-misses promptly.

Work Health & Safety, Environment & Quality

Participate in required safety training and initiatives.

Main contacts within Company

• Vertical leaders and sales teams
• Senior Director – Sales, ANZ
• Territory Account Manager for Consultant and Contractor
• Application Engineers
• Product management team
• Large bid teams
• Solutions specialists
• Project Managers
• Sales Operations
• ANZ Leadership Team
• Service BDMs
• Service Supervisors

Main contacts outside the Company

End customers, Consultants, Contractors, Industry leaders

Specialist Knowledge:

• Technical qualifications preferably in electrical engineering.
• Knowledge of the critical infrastructure market, particularly data centres, commercial buildings, and industrial environments within the VIC/TAS/SA regions.
• Demonstrated experience influencing specifications and purchasing decisions through engagement with consultants, contractors, and end users.
• Familiarity with competitive tender processes and multi-stakeholder deal navigation.

Practical Experience:

• A minimum of 5 years' business development experience in IT, data centre, critical infrastructure, or industrial sectors, with a demonstrable track record of winning new business (not solely account management).
• Experience engaging consultants, contractors, and end users to influence project specifications and purchasing decisions.
• Proven ability to manage complex sales cycles involving multiple stakeholders and long lead times.

Education/Qualification:

A formal industry-recognised trade qualification in a related field or degree is preferred. Equivalent industry experience in critical infrastructure or power systems will be considered

Personal Attributes:

• Demonstrated ability to present confidently to senior technical and commercial audiences
• Proactive hunter mindset with a strong drive to identify and close new business
• Outstanding communication and listening skills, with the ability to manage competing priorities while maintaining focus on customer outcomes.
• Adaptable and quick to learn, comfortable operating in a fast-paced environment with shifting demands
• Highly organised team player with strong attention to detail and a disciplined approach to pipeline and CRM management.
• Achievement of annual revenue targets.
• Pipeline growth and forecast accuracy.
• New customer acquisition and market share expansion.
• Quality of stakeholder relationships across the consultant, contractor, and end-user community.

Success Measures:

• Achievement of annual revenue targets.
• Pipeline growth and forecast accuracy.
• New customer acquisition and market share expansion.
• Quality of stakeholder relationships across the consultant, contractor, and end-user community.