Sr. Sales Manager, Channel Services

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

Position Summary

The Sr. Sales Manager, Channel Services is responsible for driving services growth across the data center ecosystem through indirect and partner‑led channels. This role leads a team of account managers focused on healthcare, federal government, and facility management organizations, while owning the strategy for expanding service attach rates and recurring revenue through distribution partners, resellers, and OEM alliances. A core focus of this role is designing and operationalizing a scalable partner ecosystem that increases services penetration at the point of product sale, strengthens renewal discipline, and improves commercial performance across high‑value verticals. Working in close collaboration with Channel, OEM, and direct sales teams, this leader will create, manage, and continuously refine a channel partner program that shifts services revenue from direct sales models toward scalable, partner‑led motions.

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 retention.
• 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.

Minimum Qualifications

• Bachelor’s degree in business, engineering, or related field (or equivalent combination of education and experience)
• 10+ years sales experience working 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.
• 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 and with all levels within the organization.

Preferred Qualifications

• Understanding of HVAC products, critical environments, service offerings, and clients.
• Experience with partner program design or channel incentive frameworks.

Physical & Environmental Demands

• No special physical requirements.

Travel Requirement

• 50% travel required.

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].