Regional Sales Manager, Channel
4 weeks ago
Regional Sales ManagerPOSITION SUMMARY The Regional Sales Manager (RSM) is responsible for driving growth of Vertiv Rack Solutions - specifically Great Lakes Case & Cabinet offerings through direct engagement with end users, channel partners, and local Vertiv offices within the assigned territory. This role focuses on expanding rack share in data center, SLED, and enterprise environments while creating pull through for complementary Vertiv solutions including rPDU, UPS, thermal, and services. The RSM will lead regional go to market strategy, develop partner capability, and influence key decision makers across IT, facilities, engineering, and procurement.RESPONSIBILITIESDevelop, present, and execute a territory business plan that aligns to Vertiv growth objectives for Great Lakes rack solutions.Drive incremental revenue through channel partners, distributors, and direct engagement with end users.Maintain balanced focus on both existing accounts and new logo acquisition (50/50 mix).Build and manage a healthy pipeline within CRM through collaboration with local Vertiv offices and partners.Engage and navigate all levels of end user organizations including executives, IT leadership, facility managers, and project teams.Conduct site walks aligned with edge and key accelerated compute initiatives, support solution scoping and design collaboration with SE resources.Develop a decision maker matrix, account plans, and go to market strategy for key verticals.Lead and support partner development activities including training, enablement, and joint selling motions.Manage and influence Channel Account Managers (dotted line reporting) within local Vertiv offices to ensure alignment and effective execution.Strengthen relationships with regional and national distribution partners supporting Great Lakes rack products.Drive partner performance, competencies, and market engagement across the territory.Maintain accurate pricing, forecasting, activity reporting, and funnel management.Provide consistent feedback to leadership regarding competitive trends, wins/losses, and product needs.Coordinate activities with Inside Sales Representatives to maximize visibility and closure of key rack opportunities.Support regional trade show strategy, including event selection, logistics, and coverage.Ensure timely, high quality customer engagement and post sales follow up to maintain strong customer satisfaction and long-term loyalty.Provides training and mentorship to less experienced team members as needed.MINIMUM QUALIFICATIONSBachelor's degree in business, sales, marketing, or related field (or equivalent combination of education and experience).8+ years of sales/account management experience.Demonstrated ability to manage a territory with heavy partner and end user engagement.Strong communication skills (written, verbal, and visual media).Able to lead multiple offices, partners, and projects simultaneously in a matrixed environment.Strong relationship building skills with IT, facilities, engineering, and procurement stakeholders.Highly organized with strong pipeline discipline, forecasting accuracy, and follow-through.Excellent problem-solving abilities and capable of resolving contract and product issues.Ability to adapt quickly to changing market needs and internal processes.Willingness to travel extensively across the assigned territoryPREFERRED QUALIFICATIONSExperience in data center, IT infrastructure, or related markets.Working knowledge of the data center industry and channel ecosystem.
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