Position Summary
JOB DESCRIPTION
This role is accountable for driving strategic growth, relationship expansion, and solution adoption across an assigned portfolio of key accounts. The Key Account Manager (KAM) serves as the primary commercial owner for these customers, responsible for deepening account penetration, broadening Vertiv's solution footprint, and ensuring longterm customer loyalty. The role combines strategic account planning, opportunity development, and cross-functional coordination to deliver sustained revenue growth and maximize share of wallet.
The KAM builds strong executive and operational relationships within each assigned account, gains insight into customer priorities and project pipelines, and positions Vertiv's full suite of offerings to meet evolving business needs. Success requires proactive engagement, technical-commercial acumen, and the ability to influence internal and external stakeholders to drive outcomes.
Responsibilities
- Account Ownership & Growth
- Owns the full commercial relationship for assigned key accounts, with responsibility for achieving revenue, margin, and shareofwallet targets.
- Develops and executes strategic account plans, including growth strategies, opportunity roadmaps, and competitive positioning.
- Expands Vertiv's presence across business units, applications, and decisionmaking layers within each account.
- Business Development & Opportunity Management
- Identifies, qualifies, and develops new business opportunities within assigned accounts, including multi-site, multi-year, and strategic project engagements.
- Drives adoption of Vertiv solutions and complementary offerings to increase business breadth and depth.
- Leads commercial engagement for large and complex RFQs, coordinating with technical, pricing, and operations teams.
- Customer Engagement & Relationship Building
- Builds strong, trust-based relationships with key stakeholders including executives, engineering teams, procurement, consultants, and contractors.
- Conducts regular business reviews, pipeline discussions, and strategic alignment sessions with customers.
- Represents Vertiv during customer site visits, factory tours, and executive engagements.
- Technical & Commercial Support
- Provides technical-commercial guidance to customers, including solution positioning, system architecture discussions, and application insights.
- Supports development of proposals, design documentation, and customer-facing presentations.
- Partners with internal technical experts to ensure accurate, timely, and competitive solution offerings.
- Internal Collaboration & Market Insight
- Works closely with product management, engineering, and marketing teams to align customer needs with product roadmaps.
- Provides market intelligence, competitive insights, and customer feedback to support product improvements and strategic planning.
- Collaborates with regional sales teams and channel partners/contractor to ensure cohesive account coverage and execution.
- Industry Engagement
- Enhances Vertiv's visibility by participating in industry events, conferences, and customer forums.
- Promotes thought leadership and strengthens Vertiv's position as a trusted advisor in AI infrastructure solutions.
- Leadership & Role Modeling
- Demonstrates strong sales discipline, customer focus, and cross-functional leadership.
- Serves as a role model for account management excellence and customer-centric behavior
Qualifications
- Bachelor's degree in engineering, business, or related degree.
- 8+ years of industry sales experience.
- Technical knowledge of Data Center solutions and applications.
- Deep market dynamics and industry knowledge.
- Experience working on large, complex Requests for Quote (RFQs).
- Experience in Key Account Management
- Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues.
- Strong sales presentation skills.
- Skilled in job/equipment problem reconciliation.
Physical & Environmental Demands
- Standard office environment.
Time Travel Required
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're on a mission to empower the people that will power the future. From a simple swipe to life-changing medicines, from push notifications to generative AI. We design, manufacture, and service the products and solutions that keep the world connected. With $6.9 billion in revenue, a strong customer base and global reach spanning over 130 countries, we are uniquely positioned to deliver greater value to our customers and create new opportunities for our people.
Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to [Confidential Information]. If you are interested in applying or learning more about this role, please visit the company's career page located on Vertiv.com/Careers
About The Team
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
We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.
