Account Manager, Named Accounts

Vertiv Corporation; Phoenix (AZ); On-site; USD 90,000 - 140,000; Full time

Job summary

Vertiv Corporation in the United States is seeking an Account Manager, Named Accounts responsible for pursuing and closing business with designated named accounts, engaging executives and decision makers, and developing strategic business plans.

You will coordinate with Local Vertiv Offices (LVOs) and Factory Direct Offices (FDOs) to strengthen relationships, manage pricing strategies, and drive long-term contracts while maintaining accurate forecasts and reporting.

Qualifications

• Bachelor level degree in a relevant field and 8+ years direct B2B sales experience in a technical space.
• Ability to position and sell complex solutions across multifaceted client organizations, from executives to individual contributors.
• Ability to close complex transactions through direct influence with multiple decision makers; or provide guidance to teams.

Responsibilities

• Develop and execute strategic plans for named accounts with sales teams and management.
• Make sales calls to promote capabilities and build long-term relationships.
• Coordinate with local/global sales teams to develop long-term buying agreements and proposals.
• Lead bid and contract submittal processes for named accounts and manage order processes.

Skills

Executive-level communication

Strategic account management

Contract negotiation

B2B sales

Financial analysis

Team collaboration

Education

BS/BA degree in Business Management, Business Administration, Sales/Marketing, or Engineering

Job description

Position Summary

The Account Manager, Named Accounts is responsible for aggressively pursuing and closing all business opportunities within specific named account targets. The role penetrates and navigates at all levels of the organization, with a focus on reaching high level executives and decision makers. Develops and manages a Strategic Business Plan for each Named Account to drive corporate and local opportunities with each client. Works closely with Local Vertiv Offices (LVOs) and Factory Direct Offices (FDOs) to enhance the overall relationship with these accounts. Individually responsible for developing key relationships, identifying opportunities, coordinating the quotation of all Vertiv solutions, working with management and local sales on pricing strategies, closing business, and handling follow up on any customer issues with these accounts.

Responsibilities

• Works with sales teams and sales management to develop and execute the strategic plan for the Strategic Client(s).
• Makes sales calls to promote our capabilities and develop long‑term relationships to foster future business opportunities.
• Works with and motivates the local/regional/national/global sales teams to develop long‑term buying agreements.
• Participates in the Corporate Planning process.
• Ensures cross‑functional operational teams achieve on service execution and delivery according to the contract requirements and customer expectations.
• Develops and delivers effective presentations for sales meetings, quarterly reviews, and board meetings.
• Leads the bid and contract submittal process with assigned Named Account.
• Supports sales order processes as necessary, including data entry when needed, to ensure prompt and accurate order management, delivery, and reporting.
• Operates and manages within a specified budget.
• Develops and presents proposals while maintaining and updating account proposal activity through Vertiv's quote management system to accurately reflect 100% of the outstanding potential for the month.
• Maintains sales records and up to date activity on progress to provide accurate forecasting reports.
• Achieves progressively increasing monthly, quarterly, and annual sales quotas.
• Makes cold calls and follows up on proposals to close contracts effectively and efficiently.
• Communicates with field and corporate associates regarding contract issues.
• Adheres to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team.
• Trains and acts as a mentor to other teammates as needed.
• Other duties may be assigned as applicable.

Qualifications

Minimum Job Qualifications:

• BS/BA degree in Business Management, Business Administration, Sales/Marketing, or Engineering (or equivalent combination of education and experience).
• 8+ years successful direct business to business sales experience in a technical field
• Must possess the capacity to position and sell complex solutions across a multifaceted Client organization, from the executive level to the individual contributor.
• Must be able to close complex transactions through direct influence with multiple decision makers; or through providing guidance and oversight to team members to facilitate proper influence, whether it is of a business, technical, legal, or other nature.
• Ability to understand and negotiate contracts.
• Must be an initiative‑taker and follow projects to completion with minimal supervision.
• Strong project management and tracking skills.
• Organized and able to prioritize & perform multiple tasks simultaneously.
• Must be able to work under various levels of pressure with strong interpersonal, motivational, and leadership skills.
• Strong analytical, business, and financial skills.
• Excellent communication skills, both written and oral.
• Must be comfortable and willing to speak with all functional departments.

Preferred Qualifications

• MBA 3-5 years' experience in account management for a large, national, multi‑site account.
• Services sale experience.
• Thorough knowledge of Vertiv products and services.

Physical & Environmental Demands

• Frequent Driving
• Prolonged periods of office/computer work
• TIME TRAVEL REQUIRED 50%

Core Principals

• Safety.
• Integrity.
• Respect.
• Teamwork.
• Inclusion.

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 Vertiv

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.

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.

Equal Opportunity Employer

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].