Territory Sales Manager

Vertiv Co; Melbourne; On-site; AUD 180,000 - 240,000; Full time

Benefits offered by this job

Base salary plus super

Bonus

Car allowance

Novated lease

Job summary

Vertiv Co in Melbourne is seeking a Senior Territory Manager to drive growth across VIC, SA, TAS and WA. You will lead a high-performing sales team, shaping strategy and closing complex opportunities in data centre and critical infrastructure markets.

Based in Port Melbourne, you will collaborate with cross-functional teams, build strategic customer relationships, and ensure revenue targets are met through proactive leadership and market insight.

Qualifications

• Bachelor's degree in electrical or thermal engineering.
• Minimum 7 years experience in selling complex solutions.
• Minimum 7 years experience in managing and leading sales teams.

Responsibilities

• Lead, coach, and develop the regional sales team to execute sales plans, ensuring revenue targets.
• Drive proactive sales activity with robust pipeline generation and successful conversions.
• Build and maintain strong relationships with end users, consultants, contractors, and channel partners.

Education

Bachelor's degree in electrical or thermal engineering

Job description

We are seeking to add a Territory Sales Manager for the Southern Region to our team! This role will take care of the VIC, WA, SA & TAS regions of Australia with 5 direct reports.

Position Summary

The Southern Region Territory Manager is responsible for driving Vertiv's growthacross Southern Region including VIC, SA, TAS and WA.This senior leadership role oversees the achievement of product and channel sales targets, while managing a high-performing team that includes the Power and Thermal Sales teams of Southern Region and provides dotted-line leadership to the Consultant & Contractor Account Manager for the region.

In addition to team leadership, the role requires direct engagement with customers to identify, develop, and convert new business opportunities. The Southern Territory Manager plays a critical role in building and maintaining strategic relationships with end users, consultants, contractors, and channel partners to ensure sustained growth and market presence.

Success in this role will be defined by the ability to lead through influence, drive proactive sales activity, and foster a culture of accountability and customer-centricity across the team.

Who we are:

Nearly all aspects of our lives involve the use of technology. Its how we work, play & do anything in between. This connectivity or use of data is built into the very fabric of our society. Its vital to human progress.

Vertiv believes there's a better way to meet this accelerating demand for data - one driven by passion & innovation.

As industry experts & Architects of Continuity, we collaborate with our customers to envision & build future-ready infrastructures. We leverage our portfolio of hardware, software, analytics, & services, to ensure our customers' vital applications run continuously, perform optimally & scale with business needs.

Why Join Vertiv?

Meaningful & Fulfilling Work

Inspiring & Caring Leaders in the industry

Recharge Your Potential

Salary & Perks:

Base + Super + Bonus + Car Allowance

Office based in Port Melbourne

Novated Lease

Major Responsibilities:

Sales Leadership & Strategy:Lead, coach, and develop the regional sales team to execute sales plans, ensuring consistent achievement of revenue and growth targets.

Opportunity Management:Drive proactive sales activity across the team, ensuring robust pipeline generation, opportunity identification, and successful conversion.

End User Engagement:Build and maintain strong relationships with key end users, acting as a trusted advisor and ensuring customer needs are met with tailored solutions.

Performance Accountability:Monitor team performance, provide regular feedback, and implement improvement initiatives to ensure excellence in execution.

Hands-On Sales Involvement: Actively engage in customer meetings, quoting, and closing deals alongside the team.

Cross-Functional Collaboration: Work closely with regional and ANZ teams including presales, operations, supply chain, finance, legal, marketing, and HR to ensure seamless execution.

Market Insight & Positioning: Stay ahead of industry trends, competitor landscapes, and market requirements, gathering and analysing Voice of Customer (VoC) to ensure Vertiv's solutions are properly positioned for success in the marketplace. Deep knowledge of the market landscape, including competitors and customer requirements.

Continuous Improvement: Monitor market trends and competitor activity to adapt strategies and maintain a competitive edge. Actively identify areas for process improvements, engagement strategies, and opportunities to better meet customer expectations.

Proposal & Market Strategy: Lead the creation of competitive proposals, defining the best approach to position our products in the market while working closely with Vertical Leaders and Sales Teams.

Sales Funnel & Forecasting: Drive the sales funnel by collaborating with customers and also sales teams, developing opportunities, and ensuring accurate forecasting that aligns with sales goals. Ability to forecast and manage sales pipelines effectively.

Employees reporting to Incumbent: 5 Direct Reports and 1 Dotted Line Report

Education/Qualification:

Bachelor's degree in electrical or thermal engineering, preferably with experience of working in data centre/critical infrastructure field

Minimum 7 years experience in selling complex solutions

Minimum 7 years experience in managing and leading sales teams

Specialist Knowledge:

Knowledge of Data Centre applications in power and / or thermal system design and architecture

Presentation skills for customer and consultant presentations

Excellent interpersonal skills with peers to work in matrix organisation

Strong technical and commercial acumen, with the ability to understand customer needs and design tailored solutions.

Personal Characteristics:

Strong collaboration and communications skills with both internal teams (sales, engineering) and external stakeholders (customers, consultants and outside industry influencers).

Strong written, oral communication and presentation skills, with experience working with people.

Self-motivated and strong sales skills to be able to develop complex opportunities with long sales cycle into a successful outcome.

Action and results orientated with a passion for success.

Learning agility and the ability to stay abreast of trends and strategic landscape.

Passion for creating positive customer centric culture across the organisation.