Senior Account Manager, Thermal

Vertiv Group Corporation; Greenville (SC); On-site; USD 165,000 - 206,000; Full time

Job summary

Vertiv Group Corporation in Greenville, SC is seeking a Sr. Account Manager who builds long-term relationships with executives, configures, prices, and quotes Vertiv product solutions, and drives cross-selling opportunities while ensuring orders meet customer requirements.

You will travel across the territory, develop sales plans, expand the pipeline to at least 3x quota, coach the team, and contribute to Thermal Sales for the Carolinas.

Qualifications

• 8+ years of experience in large account sales and account management.
• Bachelor's degree in mechanical engineering, business, or related field preferred.
• Understanding of data center applications and critical equipment operations.
• Proven ability to manage and grow orders pipeline to 3x quota.
• Strong communication and collaboration with internal teams.

Responsibilities

• Develops and maintains a sales plan and pursuit strategy for existing accounts and new clients.
• Builds relationships with executives and stakeholders as a trusted advisor.
• Negotiates product opportunities and coordinates cross-selling with team members.
• Manages orders to meet customer and consultant requirements and maximize profitability.
• Achieves rising sales and orders quotas while expanding the pipeline.

Skills

8+ years experience

CRM proficiency

Microsoft Office

Sales planning

Account management

Cross-selling

Education

Bachelor's degree (mechanical engineering, business, or related)

Tools

CRM tools

Office software

Job description

POSITION SUMMARY

The Sr. Account Manager is a seasoned individual who has developed long-term relationships as a trusted advisor with a portfolio of clients, connecting with key business executives and stakeholders. The role configures, prices, and quotes Vertiv product solutions for the customer and has the knowledge to connect with the highest-level internal resources to initiate cross-selling opportunities and broker deals. After securing the order this role manages the order and solves complex issues as needed to meet all customer requirements to maximize profitability to the office and company. This role helps lead company initiatives in their territory.

This role will contribute to the overall Thermal Sales for the Vertiv Carolinas Factory Direct office. This role will call on local contractors, engineers, and owners that utilize critical equipment in Data Center applications. The Sr. Account Manager works independently, is creative, and a critical thinker. The Sr. Account Manager is required to meet customer demands for innovative solutions to their data center needs by analyzing documentation and sales reports that offer the most competitive plan to meet the customer’s needs while meeting and exceeding sales quotas and business objectives. The Sr. Account Manager requires travel across the territory to build relationships and visit sites to propose solutions. The Sr. Account manager leads continuous improvement efforts within the territory by coaching the other members of the sales team and leading by example.

RESPONSIBILITIES

• Develops and maintains a sales plan and pursuit strategy for each existing account and finds new opportunities and new clients, respectively.
• Develops new, and strengthens existing, relationships as a trusted advisor with a portfolio of clients, connecting with key business executives and stakeholders.
• Negotiates Vertiv product opportunities while also bringing in other team members to find and secure cross-selling opportunities.
• Manages the order to meet all customer and consultant requirements to maximize profitability to the office and company.
• Supports new company initiatives to help the company succeed.
• Achieves progressively increasing monthly, quarterly, and annual sales and orders quotas while actively managing an expanding pipeline of opportunities at least 3x assigned quota.

MINIMUM QUALIFICATIONS

• 8+ years of experience
• Bachelor's degree in mechanical engineering, business, or related field preferred (or equivalent combination of education and experience).
• Proven successful experience in large account sales and account management in a similar industry.
• Understanding of mechanical contractors, consultants, and end users for Data Center applications.
• Knowledge of critical support equipment operations for both thermal and power products.
• Brings customer-first mindset in external and internal collaborations.
• Demonstrated proficiency in actively managing and expanding orders pipeline at least 3X assigned quota, utilizing accepted CRM tools and best practices.
• Strong organizational skills, detail oriented, and ability to manage multiple priorities is required along with excellent problem-solving abilities.
• Proficiency in Microsoft Office suite
• Team player with outstanding verbal and written communication skills.

PREFERRED QUALIFICATIONS

• Business to business outside sales experience.
• Ability to interpret and understand electrical one-line diagrams and perform take-offs preferred.
• Competence in all aspects of internal Vertiv sales and order entry functions and policies.
• Competency in all Vertiv products and services in line of business and adjacent lines of business to enable cross-selling.

PHYSICAL & ENVIRONMENTAL DEMANDS

• No special physical requirements

TIME TRAVEL REQUIRED

• 50%

The anticipated salary range for this role in the California locality is between $165k to $206k per year salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee’s role and individual offer details. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process

About Us

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

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

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. 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]

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]