Channel Services Growth Leader (Partner Programs)

Vertiv; Ashburn (VA); On-site; USD 120,000 - 170,000; Full time

Job summary

Vertiv in Ashburn, Virginia is seeking a Sr. Sales Manager, Channel Services to drive services growth across data center ecosystems through indirect and partner‑led channels.

You will lead a team of account managers focused on healthcare, federal government, and facility management organizations, and build a scalable partner ecosystem that enhances attach rates and recurring revenue. Collaborate with Channel, OEM, and direct sales teams to design programs that increase renewals, profitability,

Qualifications

• 10+ years sales experience working with high‑profile accounts.
• Experience managing or leading teams.
• Ability to negotiate and close complex transactions.
• Excellent organizational, analytical, and interpersonal skills.
• Detail oriented with the ability to manage and prioritize leads through multiple channels.
• An effective motivator with an enthusiastic desire to succeed.
• High degree of independent judgment.
• Ability to work in a matrix management environment.

Responsibilities

• Own and execute the strategy for services growth through distribution partners, resellers, and OEM ecosystems.
• Lead, coach, and develop a team of account managers, driving individual and team performance against expected revenue targets.
• Shift services penetration from direct sales models toward scalable, partner‑led motions.
• Identify and develop high‑impact partner relationships aligned to data center infrastructure and lifecycle services.
• Design, launch, and continuously refine a partner incentive framework that drives services attach at hardware or solution point‑of‑sale.
• Align incentives to behaviors that improve recurring revenue, lifecycle coverage, and customer renewal.
• Partner with offering and product management, field operations, and channel leadership to ensure program profitability and scalability.
• Build enablement tools, pricing models, and packaging strategies that simplify services inclusion at time of sale.
• Establish governance, tools, and accountability for tracking contract renewals across partner channels.
• Reduce renewal leakage through improved visibility, partner accountability, and automated workflows where possible.
• Implement reporting structures that provide clear line‑of‑sight into recurring revenue performance by channel.
• Collaborate with direct sales and solution teams to align messaging and coverage models across segments.
• Define KPIs for partner‑driven services revenue, attach rates, renewal retention, and pipeline contribution.

Skills

Sales leadership

Partner channels

Contract negotiations

Team coaching

Strategic planning

Analytical skills

Relationship management

Education

Bachelor’s degree in business/engineering or related field

Equivalent combination of education and experience

Job description

Vertiv in Ashburn, Virginia is seeking a Sr. Sales Manager, Channel Services to drive services growth across data center ecosystems through indirect and partner‑led channels.

You will lead a team of account managers focused on healthcare, federal government, and facility management organizations, and build a scalable partner ecosystem that enhances attach rates and recurring revenue. Collaborate with Channel, OEM, and direct sales teams to design programs that increase renewals, profitability,