At Vertiv, we build products that keep critical technologies running 24/7. We are proud we were the first to protect mainframes with precision cooling systems. We were the first to introduce an integrated enclosure system to distributed networks. We help some of the largest names in the industry bring new capacity online faster and at a lower cost when search and social media increased demand for storage and computing. Our portfolio spans power, thermal and infrastructure management products, software and solutions, and is complemented by a network of nearly 250 service centers worldwide.
We are now looking for an Account Manager to join our team in Munich, Germany.
What can you expect?
The Account Manager position is a key role within the Enterprise Sales Team, holding the position as the team lead for a selection of our major customers within the assigned segment. This position is an integral role for the Enterprise and EMEA sales organisation, with the individual holding accountability for the full portfolio order targets attributed to the identified accounts.
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You will form part of a team that cover all disciplines of the business, within which you will hold account management responsibility, supported by a matrix of product specialists to facilitate the needs of your customers through a structure that offers the best-in-class balance of relationship management and technical support
. As an individual you need to have strong segment industry experience coupled with a well-established network, be able to demonstrate good key account management skills, a strong commercial acumen, and have the capability to build strong networks internally within Vertiv community. Delivery of your targets will require effective coordination between the different business segments to fulfil the requirements of your customers, so strong communications skills are vital.
Furthermore, you will need to have the technical competence to understand and demonstrate the full breadth of the Vertiv offering and our capabilities as an organisation to your customers, particularly at senior management level within region. Your targets will be set to align with the growth expectations of the market and our strategic position with the respective accounts.
Enterprise Account sales are an extremely important revenue stream for Vertiv, and consequently we are looking for a highly competent, energetic and ambitious individual to take on this role within the organization.
Your main responsibilities will be:
- Drive growth in sales and profitability for both Products and Services with your the assigned Accounts securing Vertiv as the Account’s preferred partner for the entire Product and Service portfolio of Vertiv.
- Drive a focus on solution selling and cross selling of Vertiv’s broad product portfolio across LOBs
- Managed a diverse portfolio of customers consisting of Partners buying and reselling Vertiv equipment, and end customers from various industries buying Vertiv’s products for their own use.
- Build up relationships with prospect customers .
- Secure growth in pipeline creation and a healthy balanced pipeline will projects in all sales stages and maturity levels to secure a continuous flow of orders in the quarters and years to come.
- Build tactical plans to win strategic projects (Win plans)
- Build tactical plans to develop & mature the relationship with Partners reselling Vertiv’s products to increase the flow of projects with these Partners
- Managing commercial negotiations with the account centrally, actively participating, supporting and coordinating with the LOB sales teams in bids and negotiations until closure of an opportunity.
- Operate withing the defined set of management standards, supporting business review cycles and collaborating across teams. Your objectives and key results are clearly aligned with the OKRs of your managers, line of businesses, marketing, operations, and other internal stakeholders.
- Undertake/co-ordinate presentations to key stakeholders, including organisational capabilities, technical and value add presentations. Develop relationships with key players; map/identify opportunity and enquiry potential.
- Utilize reporting and forecasting platforms to facilitate pipeline discipline, pipeline growth, and forecasting accuracy.
- Collaborate effectively with colleagues in supporting functions to secure the most effective sales process possible.
- Be an advocate of OneCode , adding value to customer engagements and opportunity development whilst ensuring effective use of the tools and methodology to grow accounts and individual / team success.
- Anticipate market trends being an industry expert . Design and deliver innovative solutions , rethinking current standards and routines to achieve competitive advantages in the market. Successfully initiate and sustain the necessary changes, managing internal stakeholders and securing support.
- Ensure that any activity, task, and responsibility required is managed and performed in full compliance with the Company Code of Conduct and Trade Compliance .
What do we need from you?
- Excellent commercial experience to understand customer(s) and the Vertiv business environment.
- Min. 10 years proven records in management of Sales Account in International environment.
- Strong experience in business negotiations
- Strong experience in relationship building activities with customers.
- High ability to develop and execute strategic plans.
- Excellent interpersonal skills and relationship builder.
- Strong sales background with experience in critical support applications.
- Planning, Organisational and Leadership Skills.
- Basic legal and business knowledge.
- Account Management, 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 to senior management level.
- 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.
- Excellent customer service skills.
- Driving License.
If YOU are the person we are looking for, feel free to apply and let's start drafting your future career in a healthy and growing environment!
