Technical Sales Manager – Rack and Row Solutions

Vertiv; Virginia (MN); On-site; USD 131,914 - 164,824; Full time

Benefits offered by this job

Medical, dental, vision, and disability benefits

PTO and holiday pay

401(k) plan

Job summary

Vertiv is seeking a Technical Sales Manager to support the growth of rack and cabinet solutions in Virginia. This role involves conducting customer site assessments, developing technical specifications, and providing comprehensive pricing solutions. Candidates should have strong technical knowledge in power and data center infrastructure along with engagement skills in customer discussions.

The position offers competitive compensation ranging from $131,914 to $164,824 per year with additional sales incentives and a robust benefits package.

Qualifications

• Bachelor's degree or equivalent experience required.
• 8 to 10 years of related work experience preferred.
• Ability to engage customers in technical and sales discussions.

Responsibilities

• Conduct site walks to assess customer infrastructure needs.
• Develop technical specifications and solution designs for rack and cabinet infrastructure.
• Provide pricing, proposals, and solution recommendations for various products.
• Collaborate with regional sales teams and support sales processes.

Skills

Technical knowledge of power and data center infrastructure solutions

Strong customer engagement in technical discussions

Education

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

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.

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. An associate’s degree or military certification with at least 3 years of directly related work experience will be considered 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%.

Compensation & Benefits

The anticipated salary range for this role in the California, New York, Washington, and Washington D.C. localities 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, profit sharing, allowances, travel and/or car expenses, and sales incentives based on revenue or utilization. This role is eligible for a monthly Sales Incentive plan at an 80/20 split. The role also participates in a comprehensive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401(k). Additional details about total compensation and benefits will be provided during the hiring process.

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, genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.