Channel Inside Sales Representative CSE & Baltics

At Vertiv, we’re on a mission to empower the people that will power the future. From a simple swipe to life-changing medicines, from push notifications to generative AI. We design, manufacture, and service the products and solutions that keep the world connected.  With $6.9 billion in sales, a strong customer base and global reach spanning nearly 70 countries, we are uniquely positioned to deliver greater value to our customers and create new opportunities for our people.

As an Channel Inside Sales Representative you will be responsible to develop, manage and communicate with the targeted resellers. You will proactively work as the single point of contact for the resellers to discuss projects, promos, new products, technical    support requirements, marketing requirements, and other channel run rate concerns. You will work closely with the regional sales team and channel manager in developing the channel run rate business. 

You will be part of a highly motivated and experienced team that will support you every step of the way. You will work in an autonomous environment, which emphasizes customer satisfaction, entrepreneurship, ownership and achieving results. 

Key responsibilities: 

Achieve the set targets by the business through account management;  

• Develop, manage and engage the assigned resellers in order to ensure that they achieve the set target; Coordinate and discuss with all stakeholders (e.g., distributor, distribution manager, channel manager, regional account managers) the requirements of the resellers and to ensure its closure and/or completion. 

• Become the go-to person for existing resellers by communicating them the sales programs and educating them about the company’s current and new products. 

• Create account growth plans for the top partners in your region 

• Present monthly during the Month Sales review the performance of the resellers in your region. 

Customer Engagement 

Build and maintain strong relationships with customers to understand their needs and offer tailored solutions as well as communicating to them about our sales programs/ promos or new products releases.

Pipeline Management & forecasting 

Manage and follow reseller opportunities - present the offer advertising the value proposition of the solutions, own the sales process from lead to order. 

Take over VPP account after 1st Buy 

Reactivate dormant VPPs to promote Growth and retention 

Follow up leads identified by Telemarketing, converting them to opportunities and own them until closure. 

Sell add-ons to existing purchases (up/cross-sell) Contact customer to catch up on latest purchase(s) and offer add-ons 

Prevent churn of partners with declining prognostic / reactivate churned partners Contact partner to understand reasons for decline/ churn. Offer incentive for reactivation.

Contribute to team-work and knowledge sharing inside the team and organization: manage and update the central Channel Run Rate database; prepare and generate reports and analysis; Manage and update CRM/VPP (Vertiv Partner Program) database; Regularly communicate and update to sales management. 

Focus on self-growth and development: keep an open mind and learn from some of the best experts in the industry, participate in industry events and acquire knowledge of where the market is going, keep up to date with technical developments, participate in sales trainings and apply the knowledge in your day to day work. 

Be innovative: bring your own ideas of improvements inside the team, look at each process and task with the goal of constantly improving it to bring more value to the customer, to you, the team and the organization.  

Own their job: approach your daily work and customers with ethics, responsibility, discipline and ownership, knowing that everything you do has an impact on the customers, the company and your development. Sales activities, related administrative activities, reporting and your own development are all important and lead to your success in the role. 

Support with: 

• Planning, implementation and analysis of promotions 

• By developing an understanding over time of the partner/reseller/ distributor behaviors, likes, dis-likes, trends and competitive channel landscape in their regions. 

• EOL and product launch activities  

• Invites and following up on webinars  

• Gather feedback from the market on our competitors 

• Raise and follow up issues to management level 

• Be aware of all pricing, promotions, actions, event within the sales team 

• Follow up rules, procedures and business ethic of VERTIV 

Requirements: 

Education: University degree in Sales & Marketing, commercial education or equivalent experience in telemarketing or sales 

Experience:  

- Field sales, Inside Sales, tele sales or sales assistant experience 

- Strong verbal communication skills with a clear message (content and pronunciation) 

- Expertise with Customer and/or Partner Relationship Management databases 

Language skills: English: C2  

Key competencies:  

Communication: Demonstrates excellent listening and communication skills (written and verbal particularly over the phone) .

Relationship building: Understand, value and master personal relationship building in a remote (phone/email) environment .

Results Oriented: Revenue oriented, and can be counted on to consistently meet and exceed goals.