Account Manager, Named Accounts

The Account Manager, Named Accounts is responsible for aggressively pursuing and closing all business opportunities within specific named account targets. The role penetrates and navigates at all levels of the organization, with a focus on reaching high level executives and decision makers. Develops and manages a Strategic Business Plan for each Named Account to drive corporate and local opportunities with each client.

Works closely with Local Vertiv Offices (LVOs) and Factory Direct Offices (FDOs) to enhance the overall relationship with these accounts. Individually responsible for developing key relationships, identifying opportunities, coordinating the quotation of all Vertiv solutions, working with management and local sales on pricing strategies, closing business, and handling follow up on any customer issues with these accounts.

• Works with sales teams and sales management to develop and execute the strategic plan for the Strategic Client(s).
• Makes sales calls to promote our capabilities and develop long-term relationships to foster future business opportunities.
• Works with and motivates the local/regional/national/global sales teams to develop long-term buying agreements.
• Participates in the Corporate Planning process.
• Ensures cross-functional operational teams achieve on service execution and delivery according to the contract requirements and customer expectations.
• Develops and delivers effective presentations for sales meetings, quarterly reviews, and board meetings.
• Leads the bid and contract submittal process with assigned Named Account.
• Supports sales order processes as necessary, including data entry when needed, to ensure prompt and accurate order management, delivery, and reporting.
• Operates and manages within a specified budget.
• Develops and presents proposals while maintaining and updating account proposal activity through Vertiv’s quote management system to accurately reflect 100% of the outstanding potential for the month.
• Maintains sales records and up to date activity on progress to provide accurate forecasting reports.
• Achieves progressively increasing monthly, quarterly, and annual sales quotas.
• Makes cold calls and follows up on proposals to close contracts effectively and efficiently. QUALIFICATIONS Minimum Job Qualifications
  • BS/BA degree in Business Management, Business Administration, Sales/Marketing, or Engineering (or equivalent combination of education and experience).
  • 8+ years successful direct business to business sales experience in a technical field
  • Must possess the capacity to position and sell complex solutions across a multifaceted Client organization, from the executive level to the individual contributor.
  • Must be able to close complex transactions through direct influence with multiple decision makers; or through providing guidance and oversight to team members to facilitate proper influence, whether it is of a business, technical, legal, or other nature.
  • Ability to understand and negotiate contracts.
  • Must be an initiative-taker and follow projects to completion with minimal supervision.
  • Strong project management and tracking skills.
  • Organized and able to prioritize & perform multiple tasks simultaneously.
  • Must be able to work under various levels of pressure with strong interpersonal, motivational, and leadership skills.
  • Strong analytical, business, and financial skills.
  • Excellent communication skills, both written and oral.
  • Must be comfortable and willing to speak with all functional departments.
  Preferred Qualifications
  • MBA
  • 3-5 years’ experience in account management for a large, national, multi-site account.
  • Thorough knowledge of Vertiv products and services.
  PHYSICAL & ENVIRONMENTAL DEMANDS
  • Frequent Driving
  • Prolonged periods of office/computer work
  TIME TRAVEL REQUIRED
  • 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
  OUR BEHAVIORS
  • Own It
  • Act With Urgency
  • Foster a Customer-First Mindset
  • Think Big and Execute
  • Lead by Example
  • Learn and Seek…