Channel Sales Specialist

Vertiv Co; Khordha; On-site; INR 6,148,000 - 8,880,000; Full time

Job summary

Vertiv is seeking an experienced sales professional to manage IT Distributors across Australia and drive revenue growth through channel partnerships. You will develop and implement a robust distributor GTM strategy, forecast sales, and maintain account and territory plans to meet monthly, quarterly and annual targets.

The role requires strong communication, a proven track record in channel sales or distribution, and the ability to collaborate with regional and global teams to maximize market

Qualifications

• 5+ years' experience in Channels Sales or Business Management; preferably in IT sales or Distribution.
• Strong communicator in both written and verbal; excellent presentation and interpersonal skills.

Responsibilities

• Manage IT Distributors in Australia.
• Drive distribution revenue to achieve monthly, quarterly and annual sales targets.
• Drive sales activity to exceed business objectives, growth and profitability targets for distributors.
• Implement Distribution Go to Market sales strategy to maximise potential in market segment.
• Ensure Account and Territory Plans are developed and maintained for distributors.
• Ensure forecast and pipeline requirements are met appropriate to the annual sales budget.
• Provide annual/quarterly/monthly forecasts and action plans to achieve orders, sales and new partner growth.
• Maximize Vertiv's market share in distributor-aligned product set.
• Grow the number of partners engaging with Vertiv in the territory.
• Drive product mix to ensure profitable growth for Vertiv.
• Develop and drive marketing programs and related activities for distributors and partners.
• Drive Partner Enablement programs for assigned channel partners, owning training and certification initiatives.
• Collaborate with regional and global teams to adopt best practices.
• Conduct regular business planning, budgeting and reviews with distributor management.
• Incentivize distributor sales teams to maintain motivation and performance.
• Develop high mindshare for Vertiv with distributor sales teams.
• Work with internal teams to improve customer satisfaction and deliver a seamless customer experience.
• Foster continuous improvement in processes and approaches.

Skills

Channel Sales

Business Management

IT sales

Distribution

Education

Business or IT engineering or related field degree preferred

Job description

Brief Job Description

Responsible for managing IT Distributors in Australia. Drive Distribution revenue generation to achieve Monthly, Quarterly and Annual Sales targets

Responsibilities and Measurement Criteria with Time investment Needed on Each

• Responsible for managing IT Distributors in Australia
• Drive Distribution revenue generation to achieve Monthly, Quarterly and Annual Sales targets
• Drive sales activity to exceed business objectives, sales growth, and profitability targets for the distributors.
• Implement Distribution Go to Market sales strategy to maximise potential in market segment.
• Ensure Account and Territory Plans are developed and maintained for Distributors.
• Ensure forecast and pipeline requirements are met appropriate to the annual sales budget
• Provide annual/quarterly/monthly forecasts and action plans to achieve orders, sales and new partner
• Responsible for maximizing Vertiv's market share in the Distributor aligned product set.
• Grow the number of partners engaging in Vertiv Business in the territory.
• Drive Product Mix to ensure profitable growth for Vertiv.
• Develop and Drive marketing programs and related activities for distributors and partners.
• Drive Partner Enablement programs for the assigned channel partners by owning training, certification initiatives in the assigned region.
• Work with Regional and Global team to adopt Best practice.
• Conduct regular business planning, budgeting and reviews with the distributor management team.
• Ensure their motivation through appropriate sales incentive programs and activities.
• Develop high mindshare for Vertiv with the sales team of distributors and partners.
• Collaborate with internal teams to improve customer satisfaction and create a seamless and consistent customer experience.
• Continuous Improvement:
• Mindset of continued improvement in process and approach.

Qualifications

Required / Minimum Qualifications

• Business or IT engineering or related field degree preferred
• 5 + years' experience in Channels Sales or Business Management; preferably in IT sales or Distribution.

Additional / Preferred Qualifications

• Successful sales and Channel Management track record.
• Have experience and knowledge about channel go-to-market strategies and how they apply in the IT Infrastructure space.
• Strong communicator in both written and verbal.
• Excellent presentation and interpersonal skills.

Physical & Environmental Requirements

Time Travel Needed

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

OUR CORE PRINCIPALS

• Safety
• Integrity
• Respect
• Teamwork
• Diversity & Inclusion

OUR STRATEGIC PRIORITIES

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

OUR 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

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].

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.