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Thermal Sales BDM
2 weeks ago
Key responsibilities:
- Identify, Develop and Win New Business: Proactively source and secure new business opportunities across Vertiv products and solutions within NSW, targeting both new and existing customers.
- Revenue Growth Ownership: Take full responsibility for driving sales performance to support Vertiv's annual revenue targets. Execute growth strategies that deliver results and contribute directly to market share expansion.
- Solution Selling & Collaboration: Partner with the broader technical teams to position Vertiv's complete portfolio effectively. Drive the sales cycle from lead/opportunity qualification to deal closure, ensuring customer needs are met with tailored solutions.
- Strategic Customer Engagement: Build strong, long-term relationships with key stakeholders, including end-users, consultants, contractors, and service partners, to influence specifications and drive early engagement in customer projects. Facilitate meetings and lunch and learns with the Consultant / Contractor communities.
- Market Intelligence & Positioning: Stay informed on market dynamics, industry shifts, and competitor activities. Use customer insights and market intelligence to refine go-to-market strategies and enhance Vertiv's competitive positioning.
- Collaborative Solution Development: Work alongside solution architects and pre-sales engineers to provide comprehensive, customer-centric offerings that clearly differentiate Vertiv in competitive bids.
- Go-to-Market Strategy Execution: Drive the execution of sales initiatives in alignment with business objectives. Provide monthly updates on progress, risks, and adjustments to ensure alignment with market conditions.
- Sales Funnel Management & Forecasting: Build and manage a healthy, high-quality sales pipeline. Maintain accurate forecasting and reporting to ensure visibility of progress toward sales goals. Consistent update of pipeline in CRM.
- Process Improvement & Customer Experience: Proactive use of Vertiv Operating System to enhance continuous improvement efforts. Continuously seek ways to enhance sales processes, engagement approaches, and customer interactions to maximize satisfaction and conversion rates.
Requirements:
- Technical qualifications preferably in thermal engineering.
- Critical Infrastructure Market knowledge.
- Understanding of sales and negotiating concepts and techniques.
- Business Development - experienced nurturing relationships with consultants, contractors and end users
- A minimum of 5 years Sales experience preferably in an aligned IT or data centre or industrial industry
- Formal industry recognised trade qualification in a related field or degree
- Well-presented and articulate, confident, have a desire to succeed, outstanding communication skills, ability to work under pressure, understand and care about the customers interests, able to listen, able to multitask, organised, proactive and passionate in your work, able to find a work/life balance, team player
