12 days old

IT Channel Sales Representative

Vertiv Corporation
Seattle, WA 98104
  • Job Code

The IT Channel Sales Representativeis responsible for managing a portfolio of clients and transmitting their requirements to internal teams, identifying new business opportunities, networking with stakeholders and ensuring that work is delivered in a timely manner. The IT Channel Sales Representativemarkets, promotes and sells Vertiv Channel products and services in an individually assigned territory, customer set, or product category.

This position contributes to the overall sales for the Vertiv Factory Direct office that covers the Seattle Metropolitan area. The Sales Representative specializes in Vertiv/Liebert Channel products & services covering Channel Partners, IT Consultants, Technology Integrators and end-users that utilize Vertiv products in Data Center and technology installations / deployments.


  • Develop a list of focus end-user accounts to target penetration efforts for IT Solutions products including the Liebert, Geist and Avocent portfolios. Targeted vertical segments include, Edge Applications, Enterprise Data Center, Test and Dev Labs (non-production), K12 and Higher Education, Telecom, Healthcare and Co-Location facilities.
  • Business Development

    • Identify key VAR/Reseller/Systems Integrators / End-Users. Develop relationships and collaborate to win opportunities that address Data Center and Edge deployment challenges leveraging the full Vertiv suite of solutions.

    • Research and build relationships with School Districts, in targeted K12 vertical, and develop relationships with partners to support utilization of E-Rate funds.

    • Develop and deliver account and activity updates. Create and maintain account strategy plans for large opportunities and present to the Manager at a regularly defined cadence. Ensure all activities are properly documented in CRM.

    • Year-over-year growth: Proper territory management should lead to long term, high volume, repeat business which will add stability to Vertivs local office performance.
  • Focus on building relationships with local channel partner accounts to:

    • Build a mutually value driven growth strategy to become their primary supplier for product categories we supply

    • Align with key projects/initiatives they are working on to ensure that our Vertiv IT Solutions are incorporated into the solution.

    • Identify and participate in local marketing activities with partners to both grow mindshare and to increase access to their customer base.

    • Train and develop partners to increase their ability to introduce and position our solutions to their customers.

    • Support them on sales calls and during sales engagements to uncover opportunities and work jointly through close.


  • Bachelors degree or equivalent work experience.

  • 3-5 years relevant experience

  • Strong understanding of the IT customer including their responsibilities, priorities to the business, challenges they face, key technology they deploy, and how our solutions compliment their efforts.

  • Channel sales experience with track record of working with and developing channel partners to build sustainable, mutual, value added relationships

  • Proven ability to call on middle to executive-level decision-makers

  • Technical aptitude to develop expertise around our IT Solutions portfolio

  • Track record of achieving and exceeding sales targets

  • Achievement oriented and money motivated with an ability to find and secure new business

  • Professional image, well spoken, articulate with strong presentation skills

  • Effective listening skills to be able to understand the customers need and decide how our solutions will fulfill those needs

  • Effective writing skills for customer communications and proposal generation

  • Must be resourceful, self-motivated, customer focused

  • Results driven individual who works well in a team selling/collaborative environment

  • Ability to qualify a sales opportunity and talk with different audiences, and appropriately adjust technical content to meet different audience knowledge and interests.

  • Able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions using our portfolio of products

  • Able to position and differentiate our solutions against the incumbent/competition

Posted: 2020-01-08 Expires: 2020-02-06
Sponsored by:
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Sponsored by:
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IT Channel Sales Representative

Vertiv Corporation
Seattle, WA 98104

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