Distribution Manager

Who we are:

Nearly all aspects of our lives involve the use of technology. It is how we work and play and do anything in between. This connectivity or use of data is built into the very fabric of our society. It is vital to human progress. Vertiv believes there is a better way to meet this accelerating demand for data — one driven by passion and innovation.

As industry experts and Architects of Continuity, we collaborate with our customers to envision and build future-ready infrastructures. We leverage our portfolio of hardware, software, analytics, and services, to ensure our customers’ vital applications run continuously, perform optimally, and scale with business needs.

Why Join Us?

Meaningful and Fulfilling Work
Inspiring and Caring Leaders
Global Talent Center
Recharge Your Potential

Job Summary: Distributor Manager who primary responsibility is to meet and exceed, quarterly and annual revenue quota assignments for our distributor(s). The position is responsible for growing Vertiv business in the distribution channel. This includes the understanding of distributor business goals and requirements, and being involved in the presentation of Vertiv product, solution and technology propositions to distribution and partner salespeople.

Job Description:

• Meet and exceed revenue and bookings quotas in assigned Distribution channel.
• Manage interface between Vertiv and Distributor. Manage channel partner conflict.
• Identify new resellers for Distribution to on-board and manage on-boarding process
• Help assign priority to Distribution’s Vertiv team
• Interact with Vertiv Partner Managers and Sales Teams
• Team with region and MU channel team to direct distribution sales motions
• Directly manage / sell into Distributors.
• Work with Distributor to build and manage demand generation and marketing efforts for partners
• Drive channel marketing activities with complementary technology partners
• Work with Distributor to ensure partners are driving towards certification requirements
• Ensure Distributors meet and exceed goals by:
• Understanding Distributor business strategies
• Communicating Distributor business strategies to pertinent departments in Vertiv
• Understanding and presenting Vertiv value proposition (corporate, positioning, products, technologies, capabilities) to Distributors, VAPs and VARs.
• Managing Distributor product focus.
• Managing quarterly and ad-hoc promotional activities at Distributor.
• Training Distributor salespeople.
• Monitoring and reporting competitive activities and sales.
• Monitoring and reporting on Distributor sales
• Adjusting sales activities and product mix as needed based on sales.
• Managing co-marketing opportunities with channel partners and third party allies.
• Satisfy internal reporting requirements by submitting reports and records in accordance with company policies and practices.
• Participate in trade shows and make presentations, as required.
• Travel to Distributor locations for mindshare, enablement and training
• Motivate team member to maximize their performance and work closely to meet sales target

Requirements:

• Bachelor degree in Computer, Electronics, Electrical, Mechanical Engineering or related field with technical background
• 5 years’ experience in channel sales or key account management
• 5 plus year of Distribution Management in a fast growing IT company
• 5 plus years of Distributor and VARs experience with a technology company that is similar to Vertiv industry
• Good verbal and written communication skills in English