Field Sales Engineer, Channel

POSITION SUMMARY

• The Field Sales Engineer, Channel is responsible for assisting the sales team to drive revenue by helping to qualify sales opportunities, handle technical questions on Vertiv physical whitespace solutions (hardware and software), prepare and deliver solution-based product presentations and Evaluations that meet customer business requirements.
• This individual will address technical questions or issues that arise during sales engagement, set appropriate customer expectations, interact with existing customers to investigate new issues and needs, and give advice on new projects and initiatives.
• The Field Sales Engineer, Channel is responsible for all technical aspects of the sales cycle specifically pertaining to client’s needs and technical validation of Vertiv whitespace products including single phase UPS, rPDU, Console Server, KVM, Rack, small space cooling, monitoring hardware and monitoring software.

RESPONSIBILITIES

• 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.
• Ability to 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.
• Liaising between salesmen, offering management, technical support, 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.
• Ability to install and configure software solutions for evaluation / Proof of Concept scenarios.
• Thorough knowledge of the IT channel and how it operates.
• Functional understanding of all Vertiv technologies, solutions, and capabilities.
• Able to continuously update technical knowledge and learning for new products and services.
• Tailor outgoing RFP proposals and formulate response to RFPs.

MINIMUM QUALIFICATIONS

• Bachelor’s degree from four-year College or University with emphasis in Engineering, or related technical field, or equivalent combination of education and experience.
• 4-8 years of sales support experience in information technology industry, data center industry experience preferred.
• Data center electrical, network, and cooling background. Familiarity with power and cooling one lines, understanding of Ohms law and three phase power calculation.

PREFERRED QUALIFICATIONS

• Detail-oriented; a high degree of accuracy regarding problem-solving and analytical skills is required.
• Understanding of both core and edge data center designs. Power, cooling, monitoring, fire protection, containment, etc.
• Understanding of KVM technologies both studio production and IP based KVM technologies.
• Understanding of management port use on servers, switches and other network equipment for configuration and firmware updates.
• Understanding of single and 3 phase power and associated load calculations for IT compute space.
• Knowledge of standard electrical power configurations in US and rest of world.
• Understanding of rack UPS technology.
• Understanding of monitoring protocols such as SNMP, Modbus, BACnet.
• Understanding of data center cooling and containment design.
• Familiarity with application programming interface (API).
• Must be resourceful, self-motivated, customer focused, and able to work on a team.
• Must possess good presentation skills.
• Able to qualify a sales opportunity.
• Able to talk with different audiences, appropriately adjust technical content to meet different audience knowledge and interest, and can communicate with varying technical audience levels.
• Able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions.
• Proactively engages in the sales cycles.

PHYSICAL & ENVIRONMENTAL DEMANDS

• No special physical requirements.

TIME TRAVEL REQUIRED

• Up to 50%

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
• Innovation
• Financial Strength

OUR BEHAVIORS

• 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

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5 billion in sales, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.