Sr. Manager Services Sales

Responsibilities:

• Drive Sales Performance: Deliver on service sales growth targets across ANZ, with a strong focus on pipeline development, win rate improvement, and accurate forecasting.
• Sales Forecasting & Pipeline Management: Own the ANZ service orders forecast and ensure effective pipeline creation and management aligned with sales goals.
• Sales Team Leadership: Lead, coach, and support the Australia Service Sales BDM team, with dotted-line oversight of the NZ Service Sales BDM.
• Strategic Planning & Execution: Drive Vertiv's service strategy to meet growth objectives and expand market presence. Ensure portfolio and territory plans are developed and maintained.
• Customer & Partner Engagement: Build and maintain strong relationships with key stakeholders including end customers, facilities managers, channel partners, and contractors.
• Key Account Management: Manage and grow relationships with major accounts, ensuring customer satisfaction and long-term value.
• Hands-On Sales Support: Actively participate in customer meetings and negotiations, assist with quotes, and support deal closure alongside the team.
• Commercial Oversight: Provide guidance on contracts and proposals to ensure profitability and compliance with Vertiv's commercial standards.
• Cross-Functional Collaboration: Work closely with ASIA regional service sales and ANZ teams including presales, operations, supply chain, finance, legal, marketing, and HR. Represent service sales progress in monthly Tool Box meetings.
• Market Insight & Strategy: Stay ahead of industry trends and competitor activity. Gather and analyse Voice of Customer (VoC) insights to position Vertiv's service offerings effectively.
• Market Development: Identify and pursue new business opportunities across Colo, Enterprise, and Channel segments. Refine go-to-market strategies.
• Proposal Leadership: Lead the creation of competitive proposals in collaboration with Service Operations and Customer Engineers.
• Continuous Improvement: Identify opportunities for process enhancements and improved customer engagement strategies.

Requirements:

• Bachelor's degree in electrical or thermal engineering, preferably with experience of working in data centre/critical infrastructure field 
• Minimum 5 years experience in managing, leading sales teams and  complex sales opportunities 
• Presentation skills for customer and internal business review presentations
• Excellent interpersonal skills with peers to work in matrix organisation 
• Strong commercial acumen, with the ability to understand customer needs and develop propelling customer value propositions.  
• Strong collaboration and communications skills with both internal teams (sales, pre sales, post sales delivery and operations) and external stakeholders (customers, contractors, facility managers and outside industry influencers).
• Strong time management skills
• Strong written, oral communication and presentation skills, with experience working with people. 
  Self-motivated and strong sales skills to be able to develop complex opportunities with long sales cycle into a successful outcome. 
• Action and results orientated with a passion for success. 
• Learning agility and the ability to stay abreast of trends and strategic landscape.
• Passion for creating positive customer centric culture across the organisation.

The successful candidate will embrace Vertiv's Core Principals & Behaviors to help execute our Strategic Priorities.  

OUR CORE PRINCIPALS:  Safety.  Integrity. Respect.  Teamwork.  Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

• Customer Focus
• Operational Excellence
• High-Performance Culture
• Innovation
• Financial Strength

OUR BEHAVIORS

• Own It
• Think Big and Execute
• Act With Urgency
• Own It
• Drive Continuous Improvement
• Promote Transparent and Open Communication
• Learn and Seek Out Development
• Foster a Customer-First Mindset
• Lead by Example