Regional Sales Manager, Channel (Northeast)

POSITION SUMMARY

The Regional Sales Manager (RSM) is responsible for driving growth of Vertiv Rack Solutions - specifically Great Lakes Case & Cabinet offerings through direct engagement with end users, channel partners, and local Vertiv offices within the assigned territory. This role focuses on expanding rack share in data center, SLED, and enterprise environments while creating pull through for complementary Vertiv solutions including rPDU, UPS, thermal, and services. The RSM will lead regional go to market strategy, develop partner capability, and influence key decision makers across IT, facilities, engineering, and procurement.

RESPONSIBILITIES

• Develop, present, and execute a territory business plan that aligns to Vertiv growth objectives for Great Lakes rack solutions.
• Drive incremental revenue through channel partners, distributors, and direct engagement with end users.
• Maintain balanced focus on both existing accounts and new logo acquisition (50/50 mix).
• Build and manage a healthy pipeline within CRM through collaboration with local Vertiv offices and partners.
• Engage and navigate all levels of end user organizations including executives, IT leadership, facility managers, and project teams.
• Conduct site walks aligned with edge and key accelerated compute initiatives, support solution scoping and design collaboration with SE resources.
• Develop a decision maker matrix, account plans, and go to market strategy for key verticals.
• Lead and support partner development activities including training, enablement, and joint selling motions.
• Manage and influence Channel Account Managers (dotted line reporting) within local Vertiv offices to ensure alignment and effective execution.
• Strengthen relationships with regional and national distribution partners supporting Great Lakes rack products.
• Drive partner performance, competencies, and market engagement across the territory.
• Maintain accurate pricing, forecasting, activity reporting, and funnel management.
• Provide consistent feedback to leadership regarding competitive trends, wins/losses, and product needs.
• Coordinate activities with Inside Sales Representatives to maximize visibility and closure of key rack opportunities.
• Support regional trade show strategy, including event selection, logistics, and coverage.
• Ensure timely, high quality customer engagement and post sales follow up to maintain strong customer satisfaction and long-term loyalty.
• Provides training and mentorship to less experienced team members as needed.

MINIMUM QUALIFICATIONS

• Bachelor’s degree in business, sales, marketing, or related field (or equivalent combination of education and experience).
• 8 years of sales/account management experience. 
• Demonstrated ability to manage a territory with heavy partner and end user engagement.
•   Strong communication skills (written, verbal, and visual media). 
•  Able to lead multiple offices, partners, and projects simultaneously in a matrixed environment.
•  Strong relationship building skills with IT, facilities, engineering, and procurement stakeholders.
•  Highly organized with strong pipeline discipline, forecasting accuracy, and follow-through.
•  Excellent problem-solving abilities and capable of resolving contract and product issues.
•  Ability to adapt quickly to changing market needs and internal processes.
• Willingness to travel extensively across the assigned territory

PREFERRED QUALIFICATIONS

• Experience in data center, IT infrastructure, or related markets.
• Working knowledge of the data center industry and channel ecosystem.
• Experience selling into Fortune 500, enterprise, SLED, and colocation customers.
• Strong understanding of rack systems, rPDUs, UPS, thermal, and edge infrastructure environments.
• Familiarity with Vertiv’s representative model and product ecosystem.

PHYSICAL & ENVIRONMENTAL DEMANDS

• No special physical requirements.

TIME TRAVEL REQUIRED

• 50-75%

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.  

OUR CORE PRINCIPALS: Safety.  Integrity.  Respect. Teamwork.  Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

• Customer Focus
• Operational Excellence
• High-Performance Culture
• Innovation
• Financial Strength

OUR BEHAVIORS

• Own It
• Act With Urgency
• Foster a Customer-First Mindset
• Think Big and Execute
• Lead by Example
• Drive Continuous Improvement
• Learn and Seek Out Development

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.

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to [email protected]. If you are interested in applying or learning more about this role, please visit the company’s career page located on Vertiv.com/Careers

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

Pay Transparency- The overall anticipated total compensation package for this role is between $165K to $206K per year, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the State of New York is between $99K to $124K per year. Salary ranges for other geographic localities may vary. In addition to the salary, there is a monthly sales incentive as well. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee’s role and individual offer details. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.