Federal Sr. Regional Sales Manager

Vertiv Group Corporation; Ashburn (VA); On-site; USD 150,000 - 190,000; Full time

Job summary

Vertiv Group Corporation in the United States seeks a Federal Sr. Regional Sales Manager to grow Vertiv’s share within a defined geography, focusing on Federal Civilian, DoD, and IC agencies.

You will lead strategic account plans, build executive relationships, collaborate with field offices and partners, and navigate federal procurement vehicles to drive large-scale infrastructure deals.

Qualifications

• Bachelor’s degree or equivalent combination of education and experience.
• 10 years of successful Federal sales experience.
• 5 years of direct federal sales management and/or experience engaging with senior Federal agency leadership.
• Must be a United States citizen.
• Excellent communication skills, both written and verbal
• Excellent customer service, organizational, and analytical skills.
• Ability to work and multi-task in a fast-paced environment.

Responsibilities

• Develop and execute strategic account plans for Federal Civilian, DoD, and Intelligence Community agencies throughout the targeted territory.
• Identify, qualify, and advance opportunities from early planning through award while maintaining a healthy multi-quarter pipeline.
• Establish executive-level relationships with agency leadership, program managers, contracting officers, systems integrators, and key partners.
• Represent Vertiv as a trusted advisor on mission-critical infrastructure, power, cooling, and edge computing solutions.
• Coordinate closely with Field Direct Offices (FDOs), Local Vertiv Offices (LVOs), engineering, legal, contracts, operations, and channel partners to ensure successful opportunity execution.
• Develop and maintain strategic relationships with federal systems integrators, distributors, and partners.
• Understand and leverage federal acquisition vehicles including GSA, SEWP, NASA, IDIQs, GWACs, BPA's, and agency-specific procurement vehicles.
• Work with contracts and legal teams to ensure compliance with applicable FAR, DFARS, BAA, TAA, and agency procurement requirements.
• Identify emerging agency initiatives, appropriations, modernization programs, and infrastructure investments that align with Vertiv's portfolio.
• Drive early specification of Vertiv solutions into customer designs and project requirements.
• Maintain accurate opportunity tracking, account activity, and forecasting within pipeline reporting.
• Lead account reviews, opportunity strategy sessions, and capture planning activities.
• Serve as the federal subject matter expert for assigned agencies and provide market intelligence to product management and executive leadership.
• Mentor area of responsibility on federal sales processes and best practices.

Skills

Communication skills

Customer service

Analytical skills

Multitasking

Education

Bachelor's degree

Job description

POSITION SUMMARY

The Federal Sr. Regional Sales Manager, FDO/LVO is responsible for growing the share of Vertiv products and services within a defined geography.

RESPONSIBILITIES:

Strategic Federal Account Management

• Develop and execute strategic account plans for assigned Federal Civilian, DoD, and Intelligence Community agencies throughout the targeted territory.
• Identify, qualify, and advance opportunities from early planning through award while maintaining a healthy multi-quarter pipeline.

Federal Relationship Development

• Establish executive-level relationships with agency leadership, program managers, contracting officers, systems integrators, and key partners.
• Represent Vertiv as a trusted advisor on mission-critical infrastructure, power, cooling, and edge computing solutions.

Partner & Internal Collaboration

• Coordinate closely with Field Direct Offices (FDOs), Local Vertiv Offices (LVOs), engineering, legal, contracts, operations, and channel partners to ensure successful opportunity execution.
• Develop and maintain strategic relationships with federal systems integrators, distributors, and partners.

Contracting Expertise

• Understand and leverage federal acquisition vehicles including GSA, SEWP, NASA, IDIQs, GWACs, BPA's, and agency-specific procurement vehicles.
• Work with contracts and legal teams to ensure compliance with applicable FAR, DFARS, BAA, TAA, and agency procurement requirements.

Business Development

• Identify emerging agency initiatives, appropriations, modernization programs, and infrastructure investments that align with Vertiv's portfolio.
• Drive early specification of Vertiv solutions into customer designs and project requirements.

Opportunity Management

• Maintain accurate opportunity tracking, account activity, and forecasting within pipeline reporting.
• Lead account reviews, opportunity strategy sessions, and capture planning activities.

Cross-Functional Leadership

• Serve as the federal subject matter expert for assigned agencies and provide market intelligence to product management and executive leadership.
• Mentor area of responsibility on federal sales processes and best practices.

MINIMUM QUALIFICATIONS

• Bachelor’s degree or equivalent combination of education and experience.
• 10 years of successful Federal sales experience.
• 5 years of direct federal sales management and/or experience engaging with senior Federal agency leadership.
• Must be a United States citizen.
• Excellent communication skills, both written and verbal
• Excellent customer service, organizational, and analytical skills.
• Ability to work and multi-task in a fast-paced environment.

PREFERRED QUALIFICATIONS

• An understanding of the United States Government Customer, procurement methods and buying vehicles, multi-tier distribution and agent sales programs (Federal procurement lifecycles).
• Security Clearance (past, current, or the ability to obtain)
• Understanding of mechanical and electrical systems used to support information technology in data centers.
• Demonstrated knowledge of mission-critical infrastructure, data center, power, cooling, networking, or related technologies.
• Existing relationships within Federal Civilian agencies, DoD, or the Intelligence Community.
• Experience working with major federal systems integrators and channel partners.
• Ability to develop executive relationships and influence complex, multi-stakeholder opportunities.
• Ability to effectively deliver presentations to both external customers and internal stakeholders.
• Proven history of exceeding quota and managing a large strategic territory.

PHYSICAL & ENVIRONMENTAL DEMANDS

• Frequent travel.
• No special physical requirements.

TIME TRAVEL REQUIRED

• 50% (within territory)
• 5% outside territory for teaming events or national tradeshows

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

OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. Inclusion.

OUR STRATEGIC PRIORITIES

• High-Performance Culture
• Customer Focus
• Operational Excellence
• 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
• 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

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.

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].