Technical Key Account Director

We are currently looking for a **Technical Key Account Director **to join our team in **Italy.
The **Technical Key Account Director **is a key role within the Strategic KAs Sales Team, holding the position as the team lead for Thermal Management products including Chiller, Fan Walls and the developing liquid cooling market working with or our major customers within the assigned segment. This position is an integral role for the EMEA Strategic KA and EMEA sales organization, with the individual holding accountability for the complete assigned Thermal portfolio order targets attributed to the identified accounts.

You will support the team that cover all disciplines of the business, within which you will hold accountability for the technical support and commercial approach on all Thermal products. Supported by a matrix of Key Account specialist to facilitate the needs of our customers through a structure that offers the best-in-class balance of relationship management and technical support. As an individual you need to have strong segment industry experience coupled with a well-established network, be able to demonstrate good technical sales experience as you will be dealing with the top clients in EMEA and have a strong link to the Global product and engineering functions.

You will also have strong commercial acumen and have the capability to build strong networks internally within Vertiv community. Delivery of your targets will require effective coordination between the different business segments to fulfil the requirements of our customers, so strong communications skills are vital. Furthermore, you will need to have the technical competence to understand and demonstrate the full breadth of the Vertiv offering and our capabilities as an organisation to our customers, particularly at senior management level within region. Your targets will be set to align with the growth expectations of the market and our strategic position with the respective accounts.

Account sales is 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.

DUTIES AND RESPONSIBILITIES
- Technical Sales
- Network of consultants to support the key account in EMEA
- Chillers
- CRAC/CRAH
- CDU
- Pumped Refrigeration
- In Row Cooling
- FAT’s and other duties
- Drive **growth in Thermal sales and profitability **for both Products and Services securing Vertiv as the Account’s preferred partner for the entire Product and Service portfolio of Vertiv.
- Drive a focus on Vertiv **end to end **Thermal solutions
- Managed a **diverse portfolio of customers **consisting of **the top EMEA clients**:

- Build up relationships with **Consultants **and **customers **.
- Secure growth in **pipeline generation **and a healthy **balanced pipeline **will projects in all sales stages and maturity levels to secure a continuous flow of orders in the quarters and years to come.
- Managing **commercial positioning **with the account director, actively participating, supporting and coordinating with the rest of the sales teams in bids.
- Operate withing the defined set of **management standards, **supporting business review cycles and collaborating across teams. Your objectives and key results are clearly aligned with the OKRs of your managers, line of businesses, marketing, operations, and other internal stakeholders.
- Undertake/co-ordinate presentations to key stakeholders, including organisational capabilities, technical and value add presentations. Develop relationships with key players; map/identify opportunity and enquiry potential.
- Utilize reporting and forecasting platforms to facilitate pipeline discipline, pipeline growth, and forecasting accuracy.
- Collaborate effectively with colleagues in supporting functions to secure the most **effective cross-selling sales process **possible.
- Be an advocate of **OneCode **, adding value to customer engagements and opportunity development whilst ensuring effective use of the tools and methodology to grow accounts and individual / team success.
- Anticipate market trends being an **industry expert **. Design and deliver **innovative **solutions **, rethinking current standards and routines to achieve competitive advantages in the market. Successfully initiate and sustain the necessary changes, managing internal stakeholders and securing support.
- Ensure that any activity, task, and responsibility required is managed and performed in full compliance with the Company **Code of Conduct **and **Trade Compliance **.
- Develop and deliver technical sales presentations to customers and distributors Work with consultants and contractors to ensure that Thermal products are included in specifications

**EXPECTATIONS**:

- Contribute to team-work and Thermal (see 1 st bullet point “Duties and Responsibilities) knowledge sharing inside the team and organization: maintain and update repor