Field Sales Engineer, Channel

Field Sales Engineer, Channel

Position at Vertiv.

• Familiarity with AI and accelerated compute physical environments is preferred but not required.
• Provide in person and remote training and support for territory partners on new and current channel products.
• Recognize and discuss remote access opportunities with customers including KVM, console server and hybrid technologies.
• Provide best practices on whitespace product migrations, upgrades and new product roll‑outs.
• Perform customer‑need specific consultations and product demonstrations.
• Provide pre‑sales technical support on product queries from new and existing customers/partners.
• Support and facilitate product evaluations that meet customer business requirements.
• Prepare and deliver solution‑based technical presentations and trainings to customers/partners.
• Develop and write white papers, business cases, technical documents where needed to drive business.
• Liaise between sales, management, technical support and consulting to bring the appropriate technical resources to bear at the account.
• Participate in managing and developing customer and partner relationships for long‑term growth, new business discovery and long‑term success.
• Enable installation and configuration of software solutions for evaluation / Proof of Concept scenarios.
• Maintain thorough knowledge of the IT channel and its operations.
• Hold a functional understanding of all Vertiv technologies, solutions, and capabilities.
• Continuously update technical knowledge for new products and services.
• Tailor outgoing RFP proposals and formulate responses to RFPs.

• Bachelor’s degree from a four‑year college or university with emphasis in engineering, or a related technical field, or an equivalent combination of education and experience.
• 4‑8 years of sales support experience in the information technology industry, with data center industry experience preferred.
• Data center electrical, network, and cooling background; familiarity with power and cooling one‑lines, understanding of Ohm’s law and three‑phase power calculations.

• Detail‑oriented with a high degree of accuracy in problem‑solving and analytical skills.
• Understanding of both core and edge data center designs, including power, cooling, monitoring, fire protection, containment, etc.
• Knowledge of KVM technologies for both studio production and IP‑based KVM.
• Experience managing port use on servers, switches, and network equipment for configuration and firmware updates.
• Understanding of single and three‑phase power and load calculations for IT compute space.
• Knowledge of standard electrical power configurations in the U.S. and worldwide.
• Understanding of rack UPS technology.
• Familiarity with monitoring protocols such as SNMP, Modbus, BACnet.
• Understanding of data center cooling and containment design.
• Familiarity with application programming interfaces (API).
• Resourceful, self‑motivated, customer‑focused, and able to work as part of a team.
• Strong presentation skills.
• Ability to qualify a sales opportunity.
• Ability to communicate with varying technical audiences, adjusting content to meet different levels of knowledge and interest.
• Skill in handling customer objections by determining the real business problem, articulating solutions, and finding creative responses.
• Proactive engagement in the sales cycles.

• No special physical requirements.

• Up to 50% travel.

• Safety
• Integrity
• Respect
• Teamwork
• Diversity & Inclusion

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

• 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

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…