Senior Channel Growth Leader

Vertiv; Westerville (OH); On-site; USD 120,000 - 180,000; Full time

Job summary

Vertiv is seeking a Sr. Sales Manager, Channel Services to drive services growth through indirect and partner-led channels within the data center ecosystem.

The role leads a team of account managers targeting healthcare, federal government, and facility management sectors, expanding service attach rates and recurring revenue via distributors, resellers, and OEM alliances. Work closely with Channel, OEM, and direct sales to design and refine a scalable partner program that shifts services revenue

Qualifications

• Bachelor’s degree in business, engineering, or related field.
• 10+ years sales experience with high-profile accounts.
• Experience managing or leading teams.
• Ability to negotiate and close complex transactions with multiple decision makers.
• Excellent organizational, analytical, and interpersonal skills.

Responsibilities

• Own and execute the strategy for services growth through distribution partners, resellers, and OEM ecosystems.
• Lead and develop a team of account managers to meet revenue targets.
• Shift services penetration toward scalable, partner-led motions and improve renewal discipline.
• Identify and develop high-impact partner relationships aligned to data center infrastructure and lifecycle services.
• Design, launch, and refine a partner incentive framework that drives services attach at hardware or solution sale.
• Align incentives to behaviours that improve recurring revenue, lifecycle coverage, and customer retention.
• Collaborate 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.
• 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

Channel sales

Negotiation

Team coaching

Strategic planning

Relationship building

Cross-functional collaboration

Education

Bachelor’s degree in business, engineering, or related field

Job description

Vertiv is seeking a Sr. Sales Manager, Channel Services to drive services growth through indirect and partner-led channels within the data center ecosystem.

The role leads a team of account managers targeting healthcare, federal government, and facility management sectors, expanding service attach rates and recurring revenue via distributors, resellers, and OEM alliances. Work closely with Channel, OEM, and direct sales to design and refine a scalable partner program that shifts services revenue