Account Director EMEA - IT Alliances in London

The EMEA Account Director – IT Alliances will be responsible for business development with Vertiv’s IT Alliance accounts, principally comprised of named strategic IT hardware manufacturers across EMEA. He/she will work closely with the geographical region Vertiv sales team. The position will report to EMEA Sales Director and requires a substantial level of accountability with ownership and responsibility for all product and service sales through the named accounts. The individual needs to be a key influencer who supports the vision of the business. Strong coordination and teamwork are essential as there will be a need to collaborate with the sales regions to achieve the performance required. This segment offers incredibly high revenue potential for Vertiv and is a strategic growth area we are targeting, and consequently we require a highly competent and ambitious individual with the potential to grow further in the leadership of the organization.

DUTIES & RESPONSIBILITIES

• Manage and motivate regional sales team to achieve and exceed planned revenue targets.
• Work closely with EMEA Sales director to adapt and execute a business strategy to target strong, sustainable YoY double-digit growth, with a specific focus on enabling multi-LOB sales and capturing share of wallet.
• Utilize reporting platforms and a reporting structure to facilitate pipeline discipline and pipeline growth across all named customers across EMEA.
• Represent the company and its corporate values in its relationship with your team’s accounts, partners and suppliers where appropriate.
• Increase Vertiv’s market share and meet/exceed the budget numbers in terms of Orders, Sales, GM/EBITDA in accordance with the company’s ethics and guidelines.
• Develop contacts, nurture strong relationships and engage with stakeholders at EMEA level in all allocated accounts to influence and drive revenue expansion across the full portfolio.
• Work to establish OEM trading relationships and IT Alliance preferred partner activation to bolster growth.
• Work with the regional sales teams to optimize coverage of the accounts and strengthen localized support to drive more opportunities.
• Proactively work with the marketing on targeted campaigns to maximize visibility, brand awareness and develop and nurture leads from the allocated accounts.
• Work with the accounts to develop new sector opportunities and jointly prospect end user customers.
• Provide thorough reporting on orders by LOB, win rates, conversion rates, pipeline quality etc.
• Actively coordinate and develop account plans, regularly updating them and sharing account insights across the regions.
• Engage with and work alongside the account teams at a EMEA or global level to support with expanding our EMEA or global footprint.
• Lead by example and drive the continued evolution of the sales force through the OneCode initiatives.
• Work to create a culture of accountability and ownership, driving increased operational efficiency within the teams to facilitate growth.
• Ensure that any sales activity, task or responsibility required by the role follows the Vertiv guidelines for International Trade Compliance.

The above duties and responsibilities are intended to describe the general nature and requirements of the position and are not intended to be an exhaustive list. To achieve business objectives, other duties may be included at the discretion of the department manager.

QUALIFICATIONS

• Degree in electrical or mechanical engineering or equivalent.
• Strong product and services sales background with extensive experience in critical support product applications.
• Desired Previous working experience in Server Vendors as Business development Manager or sales role.
• Strong experience with key account management and dealing with large blue chip customer profiles in the enterprise, commercial and industrial sectors.
• Planning and Organisational Skills.
• Basic legal and advanced business knowledge.
• Selling, influencing, negotiating and problem-solving skills.
• Excellent written and oral communication skills at all levels.
• Ability to work proactively under own initiative, as well as in a team environment.
• Be an aggressive competitor and keen achiever.
• Ability to represent Vertiv successfully at meetings.
• Ability to recognize and recommend tactical market shifts that match Vertiv strengths with market opportunities.
• Ability to evaluate sales contributions, set targets and motivate local sales team.
• Excellent presentation skills.
• Numerate and IT literate with an in-depth understanding of business performance.
• The ability to work under pressure and to agreed timescales.
• Self-starter, ability to plan, organise, and manage time effectively.
• Driving License.

WORKING CONDITIONS:

• Required to travel abroad on regular basics, as business requires.
• Travel, requiring overnight stays.
• Company car.

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission‑critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5 billion in sales, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.