Sr Manager Channel Sales

Vertiv; Bengaluru; On-site; INR 3,500,000 - 7,000,000; Full time

Job summary

Vertiv in Bengaluru, India seeks a senior sales and channel leader to develop and drive distributor strategies across Asia, aligning with regional managers to hit monthly, quarterly, and annual targets. You will partner with distribution and programs teams to craft performance matrices, pricing models, and market initiatives to grow Vertiv’s share in Rack UPS, PDUs, Racks, and Smart Solutions.

The role requires 15+ years in channels sales in IT distribution, strong communication, negotiation,

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.

Responsibilities

• Manage and collaborate with each distribution manager to develop effective sales plans for IT distributors across Asia.
• Work with the distribution team to develop annual distributor performance matrices and account plans to achieve monthly, quarterly and annual sales targets.
• Lead programs with the team to develop and implement sales-out programs to maximize market share in Rack UPS, PDUs, Racks, and Smart Solutions.
• Develop distribution product strategies and pricing models to grow market share while maintaining competitive advantage.
• Motivate decision makers in partner organizations to invest in Vertiv’s growth.
• Grow the number of partners and resellers to expand reach.
• Collaborate with marketing to drive market demand-gen activities like reseller acquisition and events.
• Forecast distribution business monthly and align with in-country sales director for reporting.

Skills

Strong communicator

Excellent presentation

Interpersonal skills

Problem solving

Influencing & negotiations

Business ethics & integrity

Sense of urgency

Operational detail & big picture

Job description

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:

Required/ Minimum 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.

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.

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].