Sr. Manager Strategic Accounts, Asia

Tasmania; Sydney; On-site; AUD 160,000 - 210,000; Full time

Job summary

Vertiv in Sydney, Australia, seeks a Strategic Account Manager - Asia to develop and execute strategic account plans across key markets in Asia. You will partner with major customers, cross-functional teams, and senior leadership to drive revenue growth, tailor solutions, and strengthen relationships for long-term success.

With 8+ years in strategic account management, you will lead negotiations, manage multi-country accounts, and deliver continuous improvement across the region.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Engineering, or related; an MBA would be advantageous.
• Minimum of 8 years of progressive experience in strategic account management, business development, or strategic sales, ideally within the technology, manufacturing, logistics, or industrial solutions sectors.
• Proven track record of managing large, complex, multi-country accounts across the Asia region.
• Demonstrated success in achieving sales objectives, driving revenue growth, and increasing share of wallet within strategic customer accounts.
• Experience using CRM platforms and digital account management tools.

Responsibilities

• Execute plans to increase market share and share of wallet for orders, revenue, and profitability.
• Develop and implement comprehensive account plans to achieve sales targets and revenue growth.
• Establish and maintain strong, long-term relationships with key decision-makers and stakeholders.
• Collaborate with internal teams to tailor solutions that meet customer needs and ensure satisfaction.
• Work with Marketing, Product Management, and Operations to align strategies and provide support to key accounts.
• Analyse market trends, competitor activity, and industry developments to identify opportunities.
• Conduct regular business reviews with key accounts and provide insights and recommendations.
• Support contract negotiations and commercial discussions ensuring profitability and policy compliance.
• Travel regionally (approximately 30-40%) to meet clients and internal teams.

Skills

Strategic account management

Sales strategy

Stakeholder management

CRM platforms

Cross-functional collaboration

Negotiation

Contract management

English communication

Education

Bachelor's degree in Business Administration, Marketing, Engineering, or related; MBA advantageous

Tools

CRM platforms

Digital account management tools

Job description

Job Description

The Strategic Account Manager - Asia is responsible for developing and executing strategic account plans to drive sales growth, increase market share, and strengthen customer relationships across key markets in Asia.

Working closely with major customers, cross-functional teams, and senior leadership, you will identify business opportunities, deliver tailored solutions, and support the achievement of revenue and profitability targets. This individual contributor role requires strong commercial acumen, stakeholder management, and a proactive, customer-focused approach to position Vertiv as a preferred partner across the region.

RESPONSIBILITIES

• Execute plans to increase market share and share of wallet in accordance with company targets for orders, revenue, and profitability, under the guidance of senior leadership.
• Develop a strong understanding of key customers' priorities, challenges, and business objectives.
• Develop and implement comprehensive account plans to achieve sales targets and revenue growth for assigned strategic accounts across the region.
• Establish and maintain strong, long-term relationships with key decision-makers and stakeholders within customer organisations.
• Understand customer requirements and collaborate with internal teams to tailor solutions that meet their specific needs, ensuring high levels of customer satisfaction and loyalty.
• Work closely with internal functions, including Marketing, Product Management, and Operations, to align strategies, deliver value, and provide seamless support to key accounts.
• Analyse market trends, competitor activity, and industry developments to identify new business opportunities and recommend growth initiatives.
• Conduct regular business reviews with key accounts, providing insights, performance updates, and recommendations for continuous improvement.
• Support contract negotiations and commercial discussions with customers, ensuring mutually beneficial agreements that comply with company policies and profitability objectives.
• Manage and resolve customer issues or disputes that may arise, maintaining open communication and a proactive approach to issue resolution.
• Prepare accurate and timely reports, forecasts, and updates on key account activities, highlighting progress, challenges, and opportunities for improvement.
• Remain up to date with industry trends, market dynamics, and emerging technologies to enhance expertise and identify innovative strategies and best practices.
• Contribute to medium and long-term strategies to strengthen brand awareness, customer engagement, and recognition of Vertiv's capabilities, expertise, and technology leadership among targeted accounts.
• Recommend new practices, processes, and performance measures to improve account management effectiveness and sales outcomes.
• Act as a mentor to less experienced colleagues where appropriate, sharing knowledge and best practices to support team development.
• This role requires travel across the Asia region to visit clients, attend meetings, and participate in business events (approximately 30-40% of working time).
• The position involves extensive computer and phone use for communication, reporting, and virtual meetings.
• May occasionally require extended working hours across different time zones to coordinate with regional teams and clients.
• Must be able to manage frequent changes in work environment, including corporate offices, customer sites, and industry events.

Time Travel Required

• Willingness to travel regionally (up to 30-40%) to meet with clients and internal teams.

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 the Employer

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.

About the Candidate

• Bachelor's degree in Business Administration, Marketing, Engineering, or a related discipline; an MBA would be advantageous.
• Minimum of 8 years of progressive experience in strategic account management, business development, or strategic sales, ideally within the technology, manufacturing, logistics, or industrial solutions sectors.
• Proven track record of managing large, complex, multi-country accounts across the Asia region.
• Demonstrated success in achieving sales objectives, driving revenue growth, and increasing share of wallet within strategic customer accounts.
• Experience using CRM platforms and digital account management tools.

Skills & Competencies

• Highly driven, proactive, and adaptable, with a strong sense of ownership and accountability.
• Ability to manage multiple priorities effectively within a fast-paced regional environment.
• Strong commercial acumen with a sound understanding of B2B sales cycles, negotiation, and contract management.
• Excellent stakeholder management skills, with the ability to engage, influence, and build credibility with senior decision-makers.
• Analytical mindset with the ability to translate customer insights into actionable account strategies and process improvements.
• Strong analytical and problem-solving capabilities, with the ability to interpret market data, industry trends, and competitive intelligence.
• Excellent written and verbal communication and presentation skills in English; proficiency in additional Asian languages, such as Mandarin, Japanese, or Korean, would be advantageous.
• Highly collaborative, with the ability to work effectively across functions to deliver customer-focused, value-driven solutions.
• Ability to work independently on key initiatives whilst consulting with management to ensure alignment on priorities and desired outcomes.