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Strategic Account Manager for Hyperscale and Colocation
2 months ago
At Vertiv, we are seeking a highly skilled Strategic Account Manager to join our team in the UK. As a key member of our sales team, you will be responsible for securing and growing order intake on our full product portfolio in the Nordics within our defined commercial policy.
Key Responsibilities:- Actively manage and develop client relationships to maximize sales potential and develop business.
- Drive and manage relationships with defined National Key Accounts.
- Establish Vertiv as a supplier of choice in the strategic segment of Hyperscale and Colocation vertical and establish sustainable long-term relationships with influencers and decision-makers in this segment.
- Develop account plans with each allocated account to identify spend per LOB, key stakeholders, organization structure, with the aim to define a growth strategy for this year and the coming years.
- Identify projects as early as possible in the customers' buying phase and attempt to influence design and specification of the needed solution for the customer in favor of Vertiv products with technical support from NE Application Engineers.
- Secure order intake individually and co-ordinate sales/marketing support activity where appropriate from within the sales team.
- Actively handover service sales leads to Service Sales colleagues and potentially include in complete project selling including service contract selling.
- Represent the company and its corporate values in its relationship with end users accounts, and also consultants, facilities management companies, contractors, resellers, and suppliers where appropriate and as required.
- Liaise and work with the channel team and partners to support white space sales opportunities that stem from infrastructure projects within the key/national accounts team.
- Enforce, assist, and facilitate commercial policy.
- Establish/anchor awareness of Vertiv brand in Nordics market through customer engagements, and with the assistance of marketing.
- Report on status of ongoing relationships and projects frequently, advising on status and likely timing of order placement, sales, and forecasts at frequent pipeline review meetings.
- Document progressing of opportunities in Nordic pipeline in CRM with support from Sales Support team.
- Constantly monitor and report on developments in buying patterns and go-to-market models in the Nordics.
- Identify business opportunities, monitor competition (product, pricing), and make recommendations upwards in terms of new and product improvements and price positioning.
- Contribute to team-work and knowledge sharing inside the team and organization: maintain and update reporting systems, run scheduled and ad-hoc analysis, lead and participate in team meetings, and share your experiences, share new knowledge you gather about the market, competitors, and challenges you perceive we face.
- Focus on self-growth and development: keep an open mind and learn from some of the best experts in the company and the industry, participate in Vertiv meetings and events to acquire knowledge of where the market is going, keep up to date with technical developments, participate in company trainings, and apply the knowledge in your day-to-day work.
- Be innovative: bring your own ideas of improvements inside the team, look at each process and task with the goal of constantly improving it to bring more value to the customer, to you, the team, and the organization.
- Own your job: approach your daily work and customers with ethics, responsibility, discipline, and ownership, knowing that everything you do has an impact on the customers, the company, and your development. Sales activities, related administrative activities, reporting, and your own development are all important and lead to your success in the role.
