Technical Sales Manager – Rack and Row Solutions

Vertiv; Oregon (WI); On-site; USD 125,000 - 165,000; Full time

Job summary

Vertiv in the United States is seeking an in-market Technical Sales Manager – Rack & Row Solutions to drive growth of rack and cabinet solutions. You will conduct customer site walks, assess infrastructure needs, develop technical specs, provide pricing, and identify cross-competitive opportunities across data center, enterprise IT, telecom, edge and modernization projects.

This role partners with regional sales teams, consultants, contractors, distributors, and customers to design solutions,

Qualifications

• Bachelor's degree in electrical or mechanical engineering or other technical field.
• Associates degree or military certification with at least 3 years of related experience considered equivalent.
• 8–10 years of related work experience preferred.

Responsibilities

• Conduct site walks to assess customer infrastructure, white space layouts, rack environments, power distribution, containment needs, airflow challenges, and future expansion requirements.
• Develop technical specifications and solution designs for rack and cabinet infrastructure, including racks, containment, cable management, airflow management, rack PDUs, single-phase UPS, and in-rack three-phase UPS.
• Provide accurate pricing, proposals, and solution recommendations for Racks, Containment, 1PH UPS, rPDU, and in-rack 3PH UPS opportunities.
• Identify and pursue cross-competitive opportunities where customers may be using alternative rack, cabinet, containment, UPS, or power distribution solutions.
• Collaborate with regional sales teams to support account strategy, opportunity development, customer engagement, and competitive positioning.
• Work with customers, consultants, contractors, electrical distributors, and partners to understand project requirements and recommend appropriate solutions.
• Support the sales process from discovery through proposal, including technical clarification, product selection, configuration guidance, and follow-up.
• Partner with internal engineering, product management, customer service, operations, and pricing teams to ensure accurate solutions, lead times, and customer expectations.
• Provide product education and technical guidance to sales teams, consultants, contractors, electrical distributors, and customers.
• Maintain a strong pipeline of opportunities and provide updates on site activity, customer needs, competitive threats, and market trends.
• Assist with customer presentations, product demonstrations, trade shows, training sessions, and regional sales initiatives.

Skills

Customer engagement

Technical sales

Proposal development

Education

Bachelor’s degree in electrical or mechanical engineering or other technical degree

Associates degree or Military certification (equivalent)

Job description

Position Summary

• We are looking for an in-market Technical Sales Manager – Rack & Row Solutions to support the growth of Vertiv rack and cabinet solutions. This role is responsible for conducting customer site walks, assessing infrastructure needs, developing technical specifications, providing pricing, and identifying cross-competitive opportunities.
• The ideal candidate will have a strong understanding of data center white space infrastructure, including racks, containment, single-phase UPS, rack PDUs, and in-rack three-phase UPS solutions. This position combines technical expertise, customer-facing sales support, and field-level opportunity development.
• This role will work closely with regional sales teams, consultants, contractors, and end users to position Great Lakes and Vertiv solutions across data center, enterprise IT, telecom, edge, and infrastructure modernization projects.

Responsibilities

• Conduct site walks to assess customer infrastructure, white space layouts, rack environments, power distribution, containment needs, airflow challenges, and future expansion requirements.
• Develop technical specifications and solution designs for rack and cabinet infrastructure, including racks, containment, cable management, airflow management, rack PDUs, single-phase UPS, and in-rack three-phase UPS.
• Provide accurate pricing, proposals, and solution recommendations for Racks, Containment, 1PH UPS, rPDU, and in-rack 3PH UPS opportunities.
• Identify and pursue cross-competitive opportunities where customers may be using alternative rack, cabinet, containment, UPS, or power distribution solutions.
• Collaborate with regional sales teams to support account strategy, opportunity development, customer engagement, and competitive positioning.
• Work with customers, consultants, contractors, electrical distributors, and partners to understand project requirements and recommend appropriate solutions.
• Support the sales process from discovery through proposal, including technical clarification, product selection, configuration guidance, and follow-up.
• Partner with internal engineering, product management, customer service, operations, and pricing teams to ensure accurate solutions, lead times, and customer expectations.
• Provide product education and technical guidance to sales teams, consultants, contractors, electrical distributors, and customers.
• Maintain a strong pipeline of opportunities and provide updates on site activity, customer needs, competitive threats, and market trends.
• Assist with customer presentations, product demonstrations, trade shows, training sessions, and regional sales initiatives.

Qualifications

• Bachelor’s degree in electrical or mechanical engineering or other technical degree. Associates degree or Military certification with at least 3 years of directly related work experience will be held as equivalent to the educational requirement.
• 8 to 10 years of directly related work experience is preferred.
• Strong technical knowledge of power and data center infrastructure solutions.
• Ability to engage customers in both technical and sales discussions.

TRAVEL

• Willingness to travel up to 50%.

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

OUR CORE PRINCIPALS

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.

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].

The anticipated salary range for this role in the California, New York, Washington, and Washington D.C. locality is between $131,914 to $164,824 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. In addition, this role is eligible for a monthly Sales Incentive plan on a 80/20 split. 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.

The anticipated salary range for this role in the Virginia locality is between $125,918 to $157,332 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. In addition, this role is eligible for a monthly Sales Incentive plan on a 80/20 split. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO (no set number of days or accrual), holiday pay (9 days), and 401k. Additional details about total compensation and benefits will be provided during the hiring process.

The anticipated salary range for this role in the State of Washington locality is between between $131,914 to $164,824 per year (based on a 40-hour work week)]—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 (no set number of days or accrual), holiday pay (9 days), and 401k. Additional details about total compensation and benefits will be provided during the hiring process.