Associate Director, Channel

**Who we are**:
Nearly all aspects of our lives involve the use of technology. It is how we work and play and do anything in between. This connectivity or use of data is built into the very fabric of our society. It is vital to human progress. Vertiv believes there is a better way to meet this accelerating demand for data — one driven by passion and innovation.

Why Join Us?
- Meaningful and Fulfilling Work
- People-focused Values
- Global Talent Center
- Recharge Your Potential

**The Role**:
The Associate Director, Channel role will lead Vertiv’s Channel Sales team across A/NZ by instilling a customer-centric mentality with the ability to mentor, guide, and motivate to create and maintain an energetic team. They will be responsible for devising end-to-end channel strategies, making sure they align with global and regional goals. They will be a Channel champion, le ading, inspiring, and managing a team and driving growth nationally and in NZ, by increasing Vertiv’s market penetration into new and existing Channel partner accounts to meet and exceed targets. They must demonstrate a track record of success and inspire the same in others.

You shall:

- Drive revenue generation, partner acquisition and retention
- Empower the Channel team; recruit, lead and develop future leaders while providing mentorship, coaching & guidance
- Develop & implement Channel sales strategy to maximise potential in market segment
- Develop and coach for high performing team - achieving targets and working towards achieving the strategic goals.
- Develop go to market strategy aligned to Regional and Corporate Channel programs
- Devise and implement strategies that reflect the specific needs of the alliance partners; guide team to execute multi-channel interactions
- Provide annual/quarterly/monthly forecasts and action plans to achieve orders, sales and new partner acquisition targets
- Demonstrate an in-depth understanding of business engagement with strategic alliance partners, Tier 2 and Tier 3 Channel Partners and industry trends to effectively articulate the contribution of Vertiv’s solutions
- Ensure Account and Territory Plans are developed and maintained by IT/M&E & Distribution heads
- Ensure forecast and pipeline requirements are met appropriate to the annual sales budget
- Drive alignment and cross functional collaboration across Sales, Marketing, Delivery, and Account Management teams to optimize our customer acquisition cost and long-term value equations
- Shape the direction of the go-to-market strategy and execution for ANZ Channel
- Formulate a cohesive strategy along with the Direct Sales team, driving best in class efficiency, effectiveness, and productivity
- Drive sales activity to exceed business objectives, sales growth, and profitability targets for the accounts in nationally.
- Develop and sustain meaningful, long-term relationships with existing and prospective partners, while also identifying new opportunities for growth
- Collaborate with internal teams to improve customer satisfaction and create a seamless and consistent customer experience
- Work with the management team across the business to drive growth and market expansion
- Working with marketing to develop campaigns

You have:

- Masters or Bachelor’s Degree in Business, Engineering or related field
- 8-10 years of relevant experience in an IT related business
- 8-10 years of people management experience
- Excellent interpersonal, communication, and presentation skills, with the ability to influence decision processes and convey solution led value propositions to customers