The Role
Drives regional revenue growth through complex technical sales, customer engagement, solution development, site assessments, proposals, presentations, and strategic account expansion. Serves as a regional technical authority, develops market presence through educational and industry events, and mentors sales personnel. Collaborates with engineering, operations, marketing, product management, and leadership to shape offerings, improve customer value, and achieve sales and profitability goals across a broad territory.
Summary Generated by Built In
The primary responsibility of this role is to drive revenue growth, market penetration, and strategic customer engagement across a designated geography that may encompass multiple service center locations and business units. Operating as a regional technical overlay, this position partners with Sales Representatives, Account Managers, and Sales Engineers to identify, develop, and secure complex business opportunities while providing advanced technical expertise throughout the sales process.
The Senior Sales Engineer serves as the region's technical authority, supporting key customer engagements, complex site assessments, solution development, proposal strategies, technical presentations, and executive-level customer discussions. This role is expected to influence sales outcomes by translating customer business challenges into technical solutions that create value, differentiate ERS in the marketplace, and support the achievement of regional growth objectives.
Using proven sales methodologies and strong business acumen, the individual will engage customers through direct sales calls, strategic account planning, technical consultations, industry presentations, and relationship development activities. The role requires close collaboration with sales, operations, engineering, and leadership teams to position ERS as the preferred technical partner within the market.
Additionally, the Senior Sales Engineer is responsible for elevating ERS's market presence and technical credibility by driving thought leadership initiatives, including customer Lunch & Learns, technical seminars, industry conferences, professional association involvement, webinars, and regional roadshows. Through these activities, the position will strengthen customer relationships, increase market awareness, and promote ERS's expertise and industry leadership.
A key component of this role is the development and mentorship of sales talent across the region. The Senior Sales Engineer will provide coaching and guidance to Associate Sales Engineers, Inside Sales Engineers, Sales Engineers, and Sales Representatives in areas including technical competency, consultative selling, opportunity qualification, customer engagement strategies, solution development, and professional growth. This individual will serve as a trusted advisor and subject matter expert, helping to build a high-performing, commercially focused sales organization capable of delivering sustained growth and exceptional customer value.
Responsibilities:
- Serve as the regional technical sales authority, supporting Business Development Managers, Account Managers, and Sales Engineers in the pursuit and execution of strategic growth initiatives across multiple service center locations.
- Partner with sales teams to consistently achieve and exceed regional sales, profitability, and market share objectives.
- Engage directly with key customers, strategic accounts, and prospects to identify opportunities, develop solutions, and strengthen long-term relationships.
- Lead complex technical sales activities, including site assessments, solution development, scope definition, proposal strategy, and executive-level customer presentations.
- Ensure all technical recommendations, proposals, and pricing strategies are commercially sound, technically accurate, and aligned with customer business objectives.
- Drive growth of maintenance, engineering, consulting, modernization, and professional service offerings through consultative and value-based selling approaches.
- Support strategic account expansion initiatives and participate in customer engagements with senior decision-makers, including Director, Vice President, and C-suite audiences.
- Develop and execute regional market engagement strategies that increase customer awareness, strengthen market presence, and generate qualified opportunities.
- Position the organization as a recognized industry leader through technical expertise, customer education, and industry engagement.
- Lead customer Lunch & Learns, technical workshops, webinars, roadshows, and other educational programs that promote the company's capabilities and thought leadership.
- Actively participate in industry associations, conferences, trade organizations, and networking events to expand market influence and identify emerging customer needs.
- Collaborate with product management, engineering, operations, and marketing teams to support service development, competitive assessments, and market intelligence initiatives.
- Act as a trusted advisor to regional leadership by providing technical insight, market intelligence, competitive analysis, and recommendations that support business planning and growth strategies.
- Partner with sales and operational leadership to identify market opportunities, remove barriers to growth, and improve customer experience.
- Contribute to regional sales planning, account targeting strategies, pipeline development, and opportunity prioritization efforts.
- Provide customer and market feedback to leadership teams to help shape future service offerings and business initiatives.
- Serve as a mentor, coach, and technical resource for Sales Engineers, Associate Sales Engineers, Inside Sales Engineers, and Sales Representatives across the region.
- Accelerate the development of sales personnel through training, field coaching, and hands-on support in customer engagements.
- Provide guidance in consultative selling, technical solution development, proposal creation, customer presentations, opportunity qualification, and account management best practices.
- Assess technical and commercial competency levels of developing sales personnel and recommend individualized development plans.
- Foster a culture of continuous learning, technical excellence, commercial acumen, and customer-focused problem solving throughout the sales organization.
Competencies:
To perform the job successfully, an individual should demonstrate the following competencies:
- Customer-Centric Leadership - Develop trusted advisor relationships with customers by understanding their business objectives, operational challenges, and strategic priorities. Consistently delivers solutions that create measurable value and strengthen long-term partnerships.
- Commercial Acumen - Effectively balances technical expertise with business strategy to drive revenue growth, improve profitability, and maximize customer value. Understands financial drivers, market dynamics, and competitive positioning.
- Results Orientation - Demonstrates a strong commitment to achieving sales objectives, driving accountability, and delivering measurable business outcomes. Consistently pursues opportunities that contribute to regional and organizational growth.
- Executive Presence and Influence - Communicate effectively with customers, peers, and leadership at all organizational levels. Builds credibility quickly and influences decisions through technical expertise, business insight, and professional confidence.
- Strategic Relationship Management - Establishes and maintains productive relationships across customer organizations and internal teams. Collaborates effectively to align resources, resolve challenges, and advance business objectives.
- Negotiation and Business Development - Successfully navigates complex customer discussions, resolves objections, and develops mutually beneficial solutions while protecting organizational interests and maintaining strong relationships.
- Communication and Presentation Skills - Delivers impactful technical and business presentations to diverse audiences, including executives, engineers, operations leaders, and industry groups. Communicates complex concepts in a clear and compelling manner.
- Coaching and Talent Development - Develops the technical, commercial, and professional capabilities of others through mentoring, training, and active field engagement, helping to build a high-performing sales organization.
- Time and Territory Management - Effectively prioritizes opportunities, manages competing demands, and allocates resources to maximize customer impact and business results across a large and diverse geography.
Qualifications:
- Willing to work flexible hours, weekends, some overnight travel to cover sales territory.
- Regularly required to sit, stand, walk, use hands and fingers, talk and hear. Required to sit and work at computer. Specific vision abilities required by this job include close vision and the ability to adjust focus. Conduct walk-through of construction sites and work in and around electrical equipment.
- Valid Driver’s License required.
Education/Experience:
- Graduate engineer (BSEE/BSME) and no experience; OR
- Graduate of electrical technical school or equivalent, and five years of similar work; OR
- High school diploma or equivalent and ten years of similar work
ENVIRONMENTAL DEMANDS
- N/A
TRAVEL TIME REQUIRED
- 50%
#ERS #LI-HR1
Skills Required
- Willingness to work flexible hours and weekends
- Willingness to travel overnight within the sales territory
- Valid driver's license
- Graduate engineer with a BSEE or BSME and no experience
- Graduate of an electrical technical school or equivalent with five years of similar work experience
- High school diploma or equivalent with ten years of similar work experience
- Ability to conduct construction-site walkthroughs and work around electrical equipment
Vertiv Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Vertiv and has not been reviewed or approved by Vertiv.
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Healthcare Strength — Health coverage is described as comprehensive, with standard medical, dental, and vision plans plus wellness and mental-health resources. Core offerings also include disability and life insurance and an Employee Assistance Program.
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Leave & Time Off Breadth — Time off includes paid holidays and PTO typical of large employers, and many U.S. salaried roles feature flexible or "unlimited" PTO approaches. These programs are part of a structured, global total rewards framework.
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Fair & Transparent Compensation — Pay is considered fair at start for many office-based, engineering, and field service roles, and total compensation packages are viewed as stable. In some hourly manufacturing settings, overtime opportunities help boost overall earnings.
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The Company
What We Do
Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to ensure its customers’ vital applications run continuously, perform optimally and grow with their business needs. Vertiv solves the most important challenges facing today’s data centers, communication networks and commercial and industrial facilities with a portfolio of power, cooling and IT infrastructure solutions and services that extends from the cloud to the edge of the network. Headquartered in Columbus, Ohio, USA, Vertiv employs approximately 20,000 people and does business in more than 130 countries. For more information, and for the latest news and content from Vertiv, visit Vertiv.com.
