Business Development Manager – EMS & Automation

POSITION SUMMARY

The Business Development Manager EMS & Automation is a highly visible and critical role that is responsible for driving sales in the AMERICAS.

They will be responsible for providing technical sales support for Vertiv E&I EMS & Automation products to a combination of Vertiv direct sellers, and our LVO sales offices as assigned.

Increase awareness and use of Vertiv E&I products at key consulting engineers, contractors, and general contractors that influence and support key clients.

Within the role you will also develop and maintain relationships within this customer group to provide critical customer insight on strategic projects.

Drive sales growth in EMS & Automation products with focus on key engineering firms, global strategic, named account clients, and other large project opportunities.

Responsibilities :

• Represent Vertiv actively and cultivate high level relationships key engineering firms, contractors, and GCs to gain insight on critical opportunities.
• Provide large project sales leadership to maximize Vertiv win rate including the following functions as required : specification CDE review / completion, competitive situation analysis, winning price point analysis, and developing / implementing overall sales strategy.
• Provide technical support for key client engagements including the following activities : assistance with development of concept power architectures, technical guidance for selection of best fit product ratings, battery selection and sizing, creation of concept single lines and virtual or in-person design reviews. F
• Provide EMS & Automation business account management in partnership with dedicated account managers for select key accounts.
• Create general industry awareness through attendance and presenting at industry events.
• Educate selling entities on application focused system architectures.
• Work with Vertiv and E&I Sales Managers to provide sales insight and ensure proposals are align with our customer’s needs.
• Represent the company and actively participate in key customer factory visits when appropriate.
• Provide industry feedback to product managers for product improvements and roadmaps.
• Provide guidance and insight to product management and executive teams on shifting market dynamics and customer needs.
• Participate in account planning efforts and engagement strategies for key clients.
• Prepare and give technical presentations for industry events to establish Vertiv thought leadership.
• Maintain database to track Vertiv influence in key engineering and GC accounts.

Requirements :

• Bachelor’s Degree in engineering, business or related degree desired.
• Technical knowledge of EMS / Automation / Switchgear products and applications.
• Deep market dynamics and industry knowledge.
• Experience working on large, complex RFQs.
• Experience working with Sales Offices.
• Excellent Sales credibility and self-confidence to deal with frequent, stressful customer relationship issues.
• Sales Presentation skills in person and virtual.
• Large Group Presentation skills in person and virtual.
• At least five years of industry sales experience.
• Travel : 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

About Vertiv

Vertiv is a $;billion global critical infrastructure and data center technology company. We ensure customers’ vital applications run continuously by bringing together hardware, software, analytics and ongoing services.

Our portfolio includes power, cooling and IT infrastructure solutions and services that extends from the cloud to the edge of the network.

Headquartered in Columbus, Ohio, USA, Vertiv employs around 20,000 people and does business in more than 130 countries. Visit to learn more.

Work Authorization

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.

Equal Opportunity Employer