Senior Channel Services Growth Leader

Vertiv; Chicago (IL); On-site; USD 120,000 - 190,000; Full time

Job summary

Vertiv in the United States seeks a Sr. Sales Manager, Channel Services to drive services growth through distribution partners, resellers, and OEM ecosystems.

You will lead a team of account managers and shape a scalable partner program to increase attach rates and recurring revenue across data center verticals. The role partners with Channel, OEM, and direct sales teams to refine a channel strategy, align incentives, and improve commercial performance while ensuring governance and renewal

Qualifications

• Bachelor’s degree in business, engineering, or related field (or equivalent combination of education and experience)
• 10+ years sales experience with high‑profile accounts
• Experience managing or leading teams
• Demonstrated 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, coach, and develop a team of account managers, driving 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 refine a partner incentive framework that drives services attach at hardware or solution sale.
• Align incentives to behaviors that improve recurring revenue, lifecycle coverage, and customer retention.
• Collaborate with offering/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 sale.
• Establish governance, tools, and accountability for tracking renewals across partner channels.
• Reduce renewal leakage through improved visibility and automated workflows.
• Implement reporting structures for recurring revenue 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

Team leadership

Channel sales

Strategic sales

Negotiation

Stakeholder management

Education

Bachelor’s degree in business or engineering

Job description

Vertiv in the United States seeks a Sr. Sales Manager, Channel Services to drive services growth through distribution partners, resellers, and OEM ecosystems.

You will lead a team of account managers and shape a scalable partner program to increase attach rates and recurring revenue across data center verticals. The role partners with Channel, OEM, and direct sales teams to refine a channel strategy, align incentives, and improve commercial performance while ensuring governance and renewal