POSITION SUMMARY
The Regional Channel Sales Engineering Manager leads a team of Regional Field Sales Engineers (FSEs) who provide subject matter expertise across Vertiv's IT Systems portfolio, including whitespace rack solutions, to support Vertiv’s channel ecosystem. This role is accountable for the team’s performance and the successful execution of presales technical engagements with channel partners, Regional Channel Sales Managers, Vertiv Offices, and end-users. The Manager drives technical sales strategy and execution, team development, and cross-functional collaboration to accelerate revenue growth and deliver superior customer outcomes for rack solutions and supporting infrastructure products.
RESPONSIBILITIES
Team Leadership & Development
- Lead, coach, and develop a team of Field Sales Engineers with expertise spanning rack solutions, power, monitoring, KVM/serial, and AI infrastructure for small rack solutions.
- Set clear performance goals and conduct regular performance reviews; foster a culture of accountability, continuous learning, and technical excellence
- Recruit, onboard, and retain top technical sales talent
- Identify skills gaps and coordinate training and development programs to keep the team current on Vertiv's evolving product portfolio
Presales Technical Engagement
- Oversee all presales activities performed by the regional FSE team, including discovery and qualification, product presentations, UI demonstrations, product evaluations, proofs of concept (POCs), and customer site walks
- Ensure timely and high-quality technical sales support for channel partners and sales teams across the following product areas:
Power — Rack-level power distribution (Rack PDU), power backup (UPS) and management
Rack Solutions — SmartCabinet, SmartRow, SmartIT, standard and custom racks
Serial & KVM — Avocent console management and KVM switching solutions
Monitoring & IT Management — Environmental monitoring software and gateways (cloud and on-premise)
- Act as an escalation point for complex technical inquiries and high-priority opportunities
Tech Sales Strategy & Revenue Growth
- Partner with Regional Sales Managers, channel account managers, and distribution partners to identify and pursue growth opportunities within assigned territories and accounts
- Develop and execute technical sales strategies aligned with business unit goals and go-to-market priorities
- Track and report on team activities, pipeline contribution, win/loss analysis, and presales metrics
- Collaborate with Product Marketing and Product Management on competitive positioning, new product launches, and field feedback
Cross-Functional Collaboration
- Coordinate closely with the Application Engineering (AE) and Technical Inside Sales Engineering (TSE) teams to ensure seamless end-to-end customer support
- Liaise with the Rack Solutions, Power, Rack, Monitoring and IT Management Centers of Excellence for product-specific technical guidance and escalation support
- Provide voice-of-customer feedback to Engineering, Product Management, and Marketing to influence product roadmap and go-to-market initiatives
QUALIFICATIONS
- Bachelor’s degree in Engineering, Computer Science, Business, or a related field. Candidates with a business or other nontechnical degree must demonstrate strong technical expertise gained through substantial experience in the data center infrastructure industry.
- 7+ years of experience in technical sales, sales engineering, or presales within the data center infrastructure, critical power, or IT hardware industry
- Demonstrated leadership skills, including the ability to coach and mentor technical professionals, set clear priorities and expectations, foster collaboration, and drive accountability and strong team performance.
- Strong knowledge of rack and cabinet solutions, power distribution, KVM/serial connectivity, and/or IT monitoring platforms
- Demonstrated ability to engage with technical and non-technical stakeholders across channel, distribution, and end-user environments
- Excellent presentation, communication, and consultative selling skills
- Willingness to travel up to 50% domestically
PREFERRED
- Experience with Vertiv or comparable OEM product portfolios (e.g., Schneider Electric, Eaton, Panduit, Chatsworth Products)
- Familiarity with data center design, deployment, and operations (colocation, enterprise, edge)
- Track record of successfully scaling and developing high-performing presales teams
PHYSICAL & ENVIRONMENTAL DEMANDS
- No specific demands.
TIME TRAVEL REQUIRED
- 25-30% domestically
The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. Inclusion.
OUR STRATEGIC PRIORITIES
- Customer Focus
- Operational Excellence
- High-Performance Culture
- Innovation
- Financial Strength
OUR 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
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 [email protected].
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