Key Account Manager - Strategic Accounts

Vertiv; Sydney; On-site; AUD 150,000 - 190,000; Full time

Job summary

Vertiv is seeking a seasoned Key Account Manager, Strategic Accounts, ANZ, to drive vertical strategies and uncover new business opportunities across NSW, ACT, QLD, NT, NZ, VIC, SA, TAS & WA. You will lead strategic account plans, collaborate with internal stakeholders, and deliver high-value wins while ensuring timely communication of forecasts and plans.

The role demands 5+ years in consultative sales and account management, engineering background, and strong people leadership.

Qualifications

• 5+ years' experience in consultative technical sales/sales management with minimum of 2 years managing key accounts.
• Recognized tertiary qualifications in Business, MBA/Masters desirable. Or relevant demonstrated experience.
• People management experience with high level interpersonal and relationship management skills.
• Strong business acumen and understanding of sales concepts and techniques.
• Sound computer skills in Microsoft Office Applications.

Responsibilities

• Strive to overachieve yearly Orders & Sales targets for allocated account base.
• Manage all allocated Strategic Accounts and Opportunities in geographic area.
• Develop and own strategic account plans with internal stakeholders to meet customer requirements.
• Establish strong relationships within allocated accounts and market.
• Prepare and conduct presentations to, and negotiations with partners to highlight our capabilities.
• Deliver effective communication, forecasting and reporting of Strategic Account opportunities.
• Develop overall strategy for targeting Strategic Account opportunities in ANZ region.
• Coordinate with Global Strategic account teams and ensure timely communication of plans and forecasts.

Skills

Consultative sales

Sales management

People management

Business acumen

Communication skills

Microsoft Office

Education

Degree in Mechanical or Electrical Engineering

MBA or Masters desirable

Job description

Job Description

As the Key Account Manager, Strategic Accounts, ANZ, you will be accountable for developing vertical business strategies and identify new business opportunities to achieve agreed upon growth objectives for the company. This role also requires strong interaction with local Strategic Accounts and stakeholders, and other functional leadership in the region in order to maximize our potential with current customers, identifying and acquiring new customers for Vertiv's Strategic Account Team within ANZ. Geographic responsibility: NSW, ACT, QLD, NT, NZ, VIC, SA, TAS & WA

Key Responsibilities

• Strive to overachieve yearly Orders & Sales targets for your allocated account base.
• Manage all your allocated Strategic Accounts and Opportunities in your geographic area.
• Manage own activity for the achievement of short-and long-term business objectives, increased profit and market control.
• Work collaboratively with the internal stakeholders to develop and own the strategic account plans for your accounts and to develop solutions that meet customers' requirements
• Establish strong relationships within your allocated accounts and market.
• Prepare and conduct presentations to, and negotiations with partners (prospective and existing), to highlight our product and service capability
• Achieve high value and high visibility wins to demonstrate the benefits of this consistent approach.
• Deliver effective communication, forecasting and reporting of the Strategic Account opportunities.
• Develop the overall strategy for successful targeting of the Strategic Account opportunities/customers in the region of responsibility within the ANZ MU.
• Understand, support and integrate into the Global Strategic account teams.
• Ensuring high quality and timely communication of accounts current and future plans, forecasts, competitive & industry intelligence.
• Produce, monitor & review business plans quarterly and track progress monthly against KPIs by hosting and participating in regular planning sessions and monitoring meetings
• Work with internal stakeholders to identify improvement opportunities (product solutions, technical support and service delivery) and develop and implement action plan

WHS, Environment & Quality

• Comply with all Work, Health & Safety, Environment and Quality obligations
• Actively promote safety in the workplace

Employees reporting to Incumbent

N/A

Specialist Knowledge

• 5+ years' experience in consultative technical sales/sales management with minimum of 2 years managing key accounts
• Recognized tertiary qualifications in Business, MBA/Masters desirable. Or relevant demonstrated experience.
• People management experience with high level interpersonal and relationship management skills.
• Strong business acumen
• Good understanding of sales concepts and techniques
• Sound computer skills in Microsoft Office Applications

Practical Experience

• Experience in the Data Centre Industry

Education/Qualification

• Degree in Mechanical or Electrical Engineering (or any related field)

Personal Attributes

• Customer first mentality and approach
• Account Management mindset
• Strong relationship building skills and ability to hold relationships
• Excellent interpersonal and communication (verbal and written) skills

About Us

The successful candidate will embrace Vertiv’s Core Principles & Behaviors to help execute our Strategic Priorities.

OUR CORE PRINCIPLES

Safety. Integrity. Respect. Teamwork. Inclusion.

OUR STRATEGIC PRIORITIES

• High-Performance Culture
• Customer Focus
• Operational Excellence
• Innovation
• Financial Strength

VERTIV 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
• Promote transparent & open communication

About Vertiv

Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to enable its customers’ vital applications to run continuously, perform optimally and grow with their business needs. Vertiv solves the most important challenges facing today’s data centers, communication networks, and commercial and industrial facilities with a portfolio of power, cooling and IT infrastructure solutions and services that extend from the cloud to the edge of the network. Headquartered in Westerville, Ohio, USA, Vertiv employs around 34,000 people and does business in more than 130 countries. Visit Vertiv.com to learn more.

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, and 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 [e-mail]