POSITION SUMMARY
The Sr. Sales Manager, Channel Services is responsible for driving services growth across the data center ecosystem through indirect and partner-led channels. This role leads a team of account managers focused on healthcare, federal government, and facility management organizations, while owning the strategy for expanding service attach rates and recurring revenue through distribution partners, resellers, and OEM alliances.
A core focus of this role is designing and operationalizing a scalable partner ecosystem that increases services penetration at the point of product sale, strengthens renewal discipline, and improves commercial performance across high-value verticals. Working in close collaboration with Channel, OEM, and direct sales teams, this leader will create, manage, and continuously refine a channel partner program that shifts services revenue from direct sales models toward scalable, partner-led motions.
RESPONSIBILITIES
- Own and execute the strategy for services growth through distribution partners, resellers, and OEM ecosystems.
- Lead, coach, and develop a team of account managers, driving individual and team performance against expected revenue targets.
- Shift services penetration from direct sales models toward scalable, partner-led motions.
- Identify and develop high-impact partner relationships aligned to data center infrastructure and lifecycle services.
- Design, launch, and continuously refine a partner incentive framework that drives services attach at hardware or solution point-of-sale.
- Align incentives to behaviors that improve recurring revenue, lifecycle coverage, and customer retention.
- Partner with offering and product management, field operations, and channel leadership to ensure program profitability and scalability.
- Build enablement tools, pricing models, and packaging strategies that simplify services inclusion at time of sale.
- Establish governance, tools, and accountability for tracking contract renewals across partner channels.
- Reduce renewal leakage through improved visibility, partner accountability, and automated workflows where possible.
- Implement reporting structures that provide clear line-of-sight into recurring revenue performance by channel.
- Collaborate with direct sales and solution teams to align messaging and coverage models across segments.
- Define KPIs for partner-driven services revenue, attach rates, renewal retention, and pipeline contribution.
MINIMUM QUALIFICATIONS
- Bachelor’s degree in business, engineering, or related field (or equivalent combination of education and experience)
- 10+ years sales experience working with high profile accounts.
- Experience managing or leading teams.
- Demonstrated ability to negotiate and close complex transactions with multiple decision makers.
- Excellent organizational, analytical, and interpersonal skills.
- Detail oriented with the ability to manage and prioritize leads through multiple channels.
- An effective motivator with an enthusiastic desire to succeed.
- High degree of independent judgment.
- Ability to work in a matrix management environment and with all levels within the organization.
PREFERRED QUALIFICATIONS
- Understanding of HVAC products, critical environments, service offerings, and clients.
- Experience with partner program design or channel incentive frameworks.
PHYSICAL & ENVIRONMENTAL DEMANDS
- No special physical requirements.
TIME TRAVEL REQUIRED
- 50%
The successful candidate will embrace Vertiv’s Core Principles & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. Inclusion.
OUR STRATEGIC PRIORITIES
- High-Performance Culture
- Customer Focus
- Operational Excellence
- 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
- Promote transparent & open communication
About Vertiv
Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to enable its customers’ vital applications to 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 extend from the cloud to the edge of the network. Headquartered in Westerville, Ohio, USA, Vertiv employs around 34,000 people and does business in more than 130 countries. Visit Vertiv.com to learn more.
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.
Equal Opportunity Employer
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].
SALARIED ROLE:
The anticipated salary range for this role in the IL locality is between $131,549 to $164,483 per year —salary ranges for other geographic localities may vary. 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.
SALARIED ROLE:
The anticipated salary range for this role in the VA locality is between $138,127 to $172,707 per year [IF ROLE IS NON-EXEMPT: (based on a 40-hour work week)]—salary ranges for other geographic localities may vary. 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.
Skills Required
- Bachelor's degree in business, engineering, or related field (or equivalent experience)
- 10+ years sales experience working with high profile accounts
- Experience managing or leading teams
- Demonstrated ability to negotiate and close complex transactions with multiple decision makers
- Excellent organizational, analytical, and interpersonal skills
- Detail oriented with the ability to manage and prioritize leads through multiple channels
- Effective motivator with an enthusiastic desire to succeed
- High degree of independent judgment
- Ability to work in a matrix management environment and with all levels within the organization
- Understanding of HVAC products, critical environments, service offerings, and clients
- Experience with partner program design or channel incentive frameworks
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.
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