Job Summary The Edge Business Development Manager will solution sell to defined named account targets within key vertical markets (healthcare, banking, retail, education) with the goal of increasing Vertivhare of wallet within distributed Edge locations. Engage and navigate defined accounts at all levels of an organization; with a focus on reaching executives, IT directors and decision makers for Edge rollouts and deployments. Develop go to market selling plans to include organizational structure, decision maker matrix, incumbent vendors, facility locations/potential, and partner ecosystem.
- Call on Targeted Named Accounts: Prospect and develop relationships at industry leading organizations with the intent to influence their remote
- Edge infrastructure purchasing decisions and standards.
- Establish Trusted Advisor Relationships: Penetrate named account targets and establish yourself as a trusted advisor in key vertical markets leveraging Vertivales Engineers and leading technology solutions to drive large rollout opportunities.
- Account Management Collaboration: Work closely with Regional Sales
- Managers, Local Business Partners, VAR/Resellers and Solutions teams to differentiate our technical capabilities within named account targets and manage information sharing between these groups to present a unified Vertiv to accounts.
- Develop and Deliver Account Updates: Create and maintain pipeline opportunities within Oracle Sales Cloud (CRM) to ensure accurate sales forecasting.
Edge Business Development
- Prospect for potential new clients: convert/upgrade existing deployments to Vertiv solutions and standards.
- Identify key VAR/Reseller/Systems Integrator Account Managers, build relationship and collaborate to win opportunities that address key named account Edge deployment challenges leveraging the full Vertiv suite of solutions.
- Research and build relationships with new clients, in key education vertical develop relationships with partners and identify School Districts utilization of E-Rate funds.
- Develop and Deliver Account Updates: Create and maintain named account strategy plans and present to manager at a regularly defined cadence.
- Year-over-year growth: Proper management of named account targets should lead to long term, high volume business which will add stability to Vertivverall business.
- Develop and maintain Account Plans for named account targets
- Prepare and lead regular QBR reviews for the Vertiv leadership team
- Functional understanding of Vertivechnologies, solutions and capabilities
- In depth understanding of the key Vertiv resources and decision makers of various business functions and disciplines
- Fundamental understanding of Vertiverved markets, our go to market business models and competitortrengths and weaknesses.
- Ensure that customer demand is appropriately captured in the Vertiv CRM tools
- Direct interaction with key industry influencers and decision makers, including end users, reseller partners and key systems integrators.
- Interact with and involve the Vertiv leadership team with key account targets when appropriate
- Work with local sales offices to support the direct interaction and execution of targeted accounts
Qualifications Requirements At least 5 years related experience with a Bacheloregree; or a Masteregree.
At least 8 years of field sales experience
Up to 75% travel required
Must have strong written and verbal communications skills
Must be able to grasp complex organizational concepts and organize effectively
Must possess demonstrated strong leadership skills
Ability to problem solve and quickly implement solutions
Strong Business and Financial acumen
Thorough understanding of key Vertiv Goals and Strategies required to achieve those Goals
Revenue achievement against overall plan
Develop new/incremental edge business within existing accounts/customers
Develop new/incremental edge business within existing accounts/customers
Support the Vertiv Corporate Overall Business Plan Objectives
