Technical Sales Manager

At Vertiv, we build products that keep critical technologies running 24/7. We are proud we were the first to protect mainframes with precision cooling systems. We were the first to introduce an integrated enclosure system to distributed networks. We help some of the largest names in the industry bring new capacity online faster and at a lower cost when search and social media increased demand for storage and computing. Our portfolio spans power, thermal and infrastructure management products, software and solutions, and is complemented by a network of nearly 250 service centers worldwide.

We are now looking for a **Technical Sales Manager - Project Services EMEA **to join our team **anywhere in EUROPE.
As a Technical Sales Manager you will drive Service sales growth and profitability for all Services sold at product point of sale. Working together with the Strategic Account Managers and Directors you will provide technical support when building proposals, quotes, and tenders. You will be responsible for identifying the appropriate Project Services offer, scoping and quoting the Warranty Extension or the service maintenance Contracts to fulfill customer requirements and providing the TCO calculation for the maintenance activities throughout the entire product lifecycle.

As part of your job, you will supervise the pipeline creation for the new projects making sure the Services opportunities are properly identified and sized. You will also review the project pipeline for the ongoing projects at commissioning stage to identify project variation orders to be followed up with Customer.

You will be responsible for implementing the Service sales strategy, aligned to the overall Vertiv strategy, with the aim of exceeding Customer expectations working with peers, Service Organization, and other internal functions.

This is a hands-on role, where a high level of energy and entrepreneurship is required.

As an individual you will need to have segment industry experience, commercial acumen, and the capability to build strong networks internally within the Vertiv community. The achievement of your targets will require effective coordination between the different business segments to fulfil customers’ requirements, so strong communication skills are key. Furthermore, you will need to have the technical competence to understand the full breadth of the Vertiv service and product offering.

Service sales are an extremely important revenue stream for Vertiv, and consequently we are looking for a highly competent, energetic, and ambitious individual to take on this role within the organization.

Your Core Responsibilities:

- Drive adoption of standard service selection for flow projects in Configure-One (C1).
- Review RFQs and identify customer requirements/specifications for all Services.
- Coordinate with specific Service departments for specific Customer requests.
- Support configuration in company quoting tool where standard service products do not fit.
- Provide TCO calculation.
- Prepare presentations for Customers and Consultants.
- Maximize Service attachment rate at product point of sales identifying opportunities for Project Services, Crash Kits (mandatory for customized products) and Warranty Extension/Maintenance Contracts
- Supervise the pipeline creation for new projects making sure Project Services opportunities are properly identified and sized. Interact with the Project Management department i) once customer order is received to support them with the Project Planning definition, and ii) during the commissioning stages to manage variation orders.

Job Qualifications:

- Bachelor of Engineering, Business management or Economics.
- Min 3 years’ proven track record in Service/Service Sales
- Fluency in English.
- Excellent business negotiation and relationship building skills.
- Highly developed communication skills. Segment Competitors’ landscape knowledge.