Responsibilities

• Develop and execute a strategic plan to grow the data center management business, with specific actions, owners, milestones, and revenue targets.
• Identify, qualify, and develop new opportunities across enterprise IT and OT environments—positioning Vertiv’s full management portfolio.
• Build the business case for competitive displacements and new-logo wins at marquee accounts.
• Partner with direct sales and Global Strategic Accounts to drive pipeline, close key deals, and grow share of wallet.
• Enable the broader sales team with competitive positioning, technical differentiation, and solution selling strategies.
• Work with channel partners and resellers to expand coverage and accelerate time-to-revenue.
• Build deep expertise in the data center management market—competitive landscape, buying behavior, procurement channels, and technology trends.
• Serve as the voice of the customer to engineering and product management. Deliver actionable feedback on product-market fit, roadmap priorities, and emerging requirements.
• Track pipeline health, opportunity status, and competitive win/loss insights in our CRM platform.

Requirements

• Bachelor’s degree in business, engineering, computer science, or a related field.
• 7+ years in business development, technical sales, or strategic account management within IT infrastructure, data centers, or networking.
• Track record of building pipeline and closing complex, multi-stakeholder enterprise deals.
• Experience working cross-functionally with product management, engineering, and field sales.
• Strong strategic thinking—able to translate market analysis into actionable go-to-market plans.
• Excellent communication and presentation skills. Comfortable with technical buyers and C-level executives.
• Willingness to travel up to 30%.

Preferred

• Experience with data center management technologies: IT infrastructure management software, out-of-band management, serial consoles, KVM, or DCIM.
• Familiarity with enterprise procurement and channel/distribution sales models.
• Experience in competitive displacement selling against established vendors.
• MBA or advanced degree.
• Background in both IT and OT environments.