Sr Account Manager, System Integrators

POSITION SUMMARY

The Sr. Account Manager, System Integrators is responsible for leading business development and strategic sales initiatives focused on major system integrators and consulting organizations, with particular emphasis on Accenture, Deloitte, and Wipro.

This is a strategic, consultative sales role requiring strong technical credibility, executive presence, and an established understanding of how large integrators such as Accenture, Deloitte, and Wipro develop, specify, and deliver infrastructure and technology solutions for enterprise customers.

RESPONSIBILITIES

Customer-Facing Engagement & Sales Enablement

• Develop and execute a strategic sales plan targeting Accenture, Deloitte, Wipro, and other major global system integrators and consulting firms.
• Build relationships with senior executives, practice leaders, account executives, solution architects, engineering teams, and procurement organizations within these firms.
• Develop joint go-to-market strategies with system integrators to identify and pursue new customer opportunities.
• Engage early in customer projects to influence solution architecture, technology selection, specifications, and partner recommendations.
• Leverage system-integrator relationships to create opportunities for power and thermal solutions within data centers, enterprise infrastructure, industrial facilities, and other critical environments.
• Develop account plans and strategic relationship maps for Accenture, Deloitte, Wipro, and other priority partners.
• Identify key practices, industry verticals, geographic markets, and client accounts where power and thermal solutions can provide differentiated value.
• Drive complex, multi-stakeholder sales cycles from opportunity identification through solution development, commercial negotiation, and project award.
• Partner with integrators and consultants to develop business cases, technical proposals, demonstrations, and executive-level presentations.
• Establish relationships with end customers alongside system-integrator partners to ensure alignment between customer requirements and proposed solutions.
• Collaborate with engineering, product management, marketing, and executive leadership to develop solutions and partner programs.
• Build and maintain a qualified sales pipeline and provide accurate forecasting and opportunity reporting
• Positions company solutions against competitors, identifying unique differentiators to drive customer adoption.

MINIMUM QUALIFICATIONS

• 10+ years of experience in B2B technical sales, strategic accounts, business development, or channel sales.
• Proven ability to navigate large, matrixed organizations and develop relationships across business units, practices, geographies, and levels of seniority.
• Demonstrated experience working directly with Accenture, Deloitte, Wipro, or comparable global system integrators and consulting firms
• Strong technical and commercial understanding of power and/or thermal infrastructure.
• Experience selling complex technical solutions with long sales cycles and multiple decision-makers.
• Demonstrated success developing business through system integrators, consultants, EPCs, OEMs, or strategic channel partners.
• Ability to engage credibly with engineers, architects, consultants, system integrators, procurement teams, and C-level executives.
• Strong consultative selling, negotiation, presentation, communication, and relationship-building skills.
• Proven track record of creating and closing new business rather than relying solely on established accounts.
• Willingness to travel regularly to customers, partners, and industry events.

PREFERRED QUALIFICATIONS

• Enterprise sales experience with a strong background in power systems, thermal management, data center infrastructure, critical infrastructure, or related technologies. 

PHYSICAL & ENVIRONMENTAL DEMANDS

• Frequent travel.

TIME TRAVEL REQUIRED

• 50%

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.   

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.

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 help.join@vertiv.com.