Sr. Manager Channel Sales

Vertiv; Bengaluru; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Vertiv seeks an experienced sales leader to drive APAC distribution strategy across Asia, collaborating with country teams to craft effective distributor plans and forecasting mechanisms. The role focuses on expanding market share in IT distribution through strategic pricing, partner incentives, and synchronized marketing efforts.

You will lead, develop, and grow a network of partners and resellers, ensuring strong alignment with in-country sales leadership and program teams to meet and exceed

Qualifications

• 15+ years’ experience in Channels Sales or Business Management; preferably in IT Distribution Business.
• Successful APAC and regional sales and Channel Management track record.

Responsibilities

• Manage and work closely with distribution managers in countries to develop effective sales plans for IT Distributors across Asia.
• Develop annual distributor performance matrices and account plans to achieve monthly, quarterly and annual sales targets.
• Collaborate with programs team to implement sales-out programs to meet monthly targets and maximize Vertiv’s market share in Rack UPS, PDUs, Racks and Smart Solutions.
• Lead distribution product strategies and pricing models to grow market share while maintaining competitive advantage across locations and IT applications.
• Motivate key decision makers in partner organizations to attract investment and resources for Vertiv’s growth.
• Grow the number of partners and resellers to expand reach in breadth and depth.
• Coordinate with marketing to drive market demand-gen activities such as reseller acquisition and events.
• Conduct monthly business cadence with distribution team to forecast distribution business and align with in-country sales director for reporting.
• Implement engagement rules across multiple partners and manage conflicts fairly.
• Develop high mindshare for Vertiv with partner sales teams and sustain motivation through sales incentive programs.

Skills

APAC sales

Channel management

Job description

Brief Job Description

Responsible for managing and working closely with each distribution managers in the countries to develop effective sales plan for every IT Distributors across Asia. Work with the distribution team to develop annual distributor performance matrix and account plan to achieve Monthly, Quarterly and Annual Sales targets.

Responsibilities and Measurement Criteria with Time investment Needed on Each

• Responsible for managing and working closely with each distribution managers in the countries to develop effective sales plan for every IT Distributors across Asia
• Work with the distribution team to develop annual distributor performance matrix and account plan to achieve Monthly, Quarterly and Annual Sales targets.
• Work closely with programs team to develop and implement effective sales-out programs to meet and exceed monthly sales-out target to maximize Vertiv’s market share in the Rack UPS, PDUs, Racks, Smart Solutions market in every country.
• Lead and develop the right distribution product strategies and pricing models to achieve and grow our market share while maintaining our competitive advantage and expanding our reach across geographical locations, market verticals and IT applications.
• Motivate the key decision makers in partner organization to enhance the investment and resources focused on Vertiv’s Business growth.
• Lead, develop and grow the numbers of partners and resellers to expand the reach both breadth and depth
• Lead and work closely with marketing team to develop and drive market demand-gen activities such as reseller acquisitions, enablement, industry events.
• Responsible to perform monthly business cadence with distribution team to provide accurate forecasting of distribution business and align with the in-country sales director for forecast reporting
• Implement rules of engagement within multiple partners and manage conflicts fairly.
• Develop high mindshare for Vertiv with the sales team of designated partners. Ensure their motivation through appropriate sales incentive programs and activities.
• Manage satisfactorily all the operational and financial matters related to distribution’s business with Vertiv

Qualifications

• Successful APAC and regional sales and Channel Management track record.
• 15+ years’ experience in Channels Sales or Business Management; preferably in IT Distribution Business

Additional / Preferred Qualifications

• Strong communicator in both written and verbal.
• Excellent presentation and interpersonal skills.
• Problem solver. Good at conflict management.
• Strong influencing and negotiations behaviors
• Excellent business ethics and integrity.
• 'Can do' attitude and Sense of urgency.
• Focuses on operational details and accuracy whilst being able to see the big picture and develop strategy.

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.

Work Authorization

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.