BDM - Power and Thermal

Drive revenue growth across Vertiv's power and thermal product and solutions portfolio within the Western Australia region by influencing decision-makers at every stage of the customer journey. This role goes beyond traditional selling and requires the ability to shape project specifications, guide purchasing decisions, and position Vertiv as the preferred partner long before opportunities go to tender. Build trusted advisory relationships with end-users, consultants, contractors, and service partners to create demand, shift perceptions, and establish Vertiv's authority in the market. Consistently deliver against sales targets by combining commercial acumen with the ability to influence outcomes across complex, multi-stakeholder environments.

Ensure all sales activities align with company policies and operating principles while expanding market presence and brand recognition. Represent the company with professionalism and integrity, maintaining a strong and positive image at all times.

• Proactively identify, pursue, and secure new business opportunities across Vertiv's power and thermal product and solutions portfolio.
• Target both new and existing customers to expand Vertiv's presence across the WA region, but greater focus on new customers/relationships & end of life replacements.  
• Drive early engagement in customer projects to influence specifications and purchasing decisions.
• Own and deliver against annual revenue targets, contributing directly to market share growth.
• Build and manage a high-quality sales pipeline with consistent, accurate forecasting.
• Maintain up-to-date opportunity records and pipeline data within the CRM platform.
• Partner with solution architects and pre-sales engineers to develop tailored, customer-centric offerings across both power and thermal product lines.
• Drive the sales cycle from lead/opportunity qualification to deal closure, ensuring customer needs are met with tailored solutions.
• Position Vertiv's full portfolio to clearly differentiate against competitors. The role spans both power and thermal products, requiring the ability to identify and position the right solution across the full range to maximise customer outcomes. 
• Build strong, long-term relationships with key stakeholders, including end-users, consultants, contractors, and service partners, to influence specifications and drive early engagement in customer projects across Western Australia.
• Host and attend presentations, lunch-and-learns, and workshops with consultant and contractor communities.
• Act as a trusted advisor by understanding customer challenges and aligning solutions to their needs.
• Monitor market trends, industry shifts, and competitor activity across Western Australia.
• Use customer insights and market intelligence to refine go-to-market strategies and enhance Vertiv’s competitive positioning.
• Share relevant market feedback with internal teams to inform product and go-to-market decisions.
• Execute sales initiatives in alignment with broader business objectives.
• Provide monthly updates on progress, pipeline health, risks, and recommended adjustments.
• Continuously improve sales processes and engagement approaches to maximise conversion rates and customer satisfaction.

• Regular travel across Western Australia is required, with the majority of time spent in the field meeting customers, consultants, and contractors.
• Travel to regional and remote locations, including areas such as Port Hedland and the Pilbara, may be required depending on pipeline activity and project requirements.
• Candidates should be comfortable with both regular metropolitan travel and periodic fly-in/fly-out visits to regional sites.

 

A formal industry-recognised trade qualification or degree in a related field (electrical engineering, mechanical engineering, or HVAC) is preferred. Equivalent industry experience in critical infrastructure, power systems, or thermal management will be considered.

 

• Leverage Vertiv's Operating System (continuous improvement framework) to identify and implement process enhancements.
• Continuously seek ways to enhance the customer experience at every stage of the sales journey. This is inclusive of sales processes, engagement approaches, and customer interactions to maximize satisfaction and conversion rates.
• Comply with all WHS, environmental, and quality obligations, including when visiting customer sites.
• Actively promote a safe working environment and report hazards, incidents, or near-misses promptly.

Participate in required safety training and initiatives.

None

Main contacts within Company	Vertical leaders and sales teams Senior Director – Sales, ANZ Territory Account Manager for Consultant and Contractor  Application Engineers  Product management team Large bid teams Solutions specialists Project Managers Sales Operations ANZ Leadership Team Service BDMs  Service Supervisors
Main contacts outside the Company	End customers, Consultants, Contractors, Industry leaders

 

• Technical qualifications preferably in electrical engineering, mechanical engineering, or HVAC systems.
• Knowledge of the critical infrastructure market, particularly data centres, commercial buildings, mining, defence and industrial environments within the WA region is highly desirable.
• Demonstrated experience influencing specifications and purchasing decisions through engagement with consultants, contractors, and end users.
• Familiarity with competitive tender processes and multi-stakeholder deal navigation.
• Understanding of both power and thermal solutions within critical infrastructure environments is highly desirable.

 

 

 

• A minimum of 5 years' business development experience in IT, data centre, critical infrastructure, or industrial sectors, with a demonstrable track record of winning new business (not solely account management).
• Experience engaging consultants, contractors, and end users to influence project specifications and purchasing decisions.
• Proven ability to manage complex sales cycles involving multiple stakeholders and long lead times.
• Experience selling across multiple product categories (e.g., power and thermal/cooling solutions) is an advantage.

 

 

 

• Demonstrated ability to present confidently to senior technical and commercial audiences 
• Proactive hunter mindset with a strong drive to identify and close new business 
• Outstanding communication and listening skills, with the ability to manage competing priorities while maintaining focus on customer outcomes.
• Adaptable and quick to learn, comfortable operating in a fast-paced environment with shifting demands 
• Highly organised team player with strong attention to detail and a disciplined approach to pipeline and CRM management.
• Achievement of annual revenue targets.
• Pipeline growth and forecast accuracy.
• New customer acquisition and market share expansion.
• Quality of stakeholder relationships across the consultant, contractor, and end-user community.

 

• Achievement of annual revenue targets.
• Pipeline growth and forecast accuracy.
• New customer acquisition and market share expansion.
• Quality of stakeholder relationships across the consultant, contractor, and end-user community.