Technical Sales Sr. Engineer – Channel Whitespace

Vertiv is a global leader in mission-critical infrastructure technologies, and they are seeking a Technical Sales Sr. Engineer – Channel Whitespace to assist the sales team in driving revenue. This role involves qualifying sales opportunities, addressing technical questions, and preparing solution-based product presentations for customers.

Responsibilities:

• Provides in person and remote training and support for territory partners on new and current channel products
• Provides best practices on whitespace product migrations, upgrades and new product roll-outs
• Performs customer need-specific consultations and product demonstrations
• Provides pre-sales technical support on product queries from new and existing customers/partners
• Supports and facilitates product evaluations that meet customer business requirements
• Prepares and delivers solution-based technical presentations and trainings to customers/partners
• Develops and writes White papers, business cases, technical documents where needed to drive business
• Liaising between salesmen, offering management, technical support, consulting, to bring the appropriate technical resources to bear at the account
• Installs and configures software solutions for evaluation / Proof of Concept scenarios
• Tailors outgoing RFP proposals and formulate response to RFPs

Requirements:

• Bachelor's degree from four-year College or University with emphasis in Engineering, or related technical field, or equivalent combination of education and experience
• 4-8 years of sales support experience in information technology industry, data center industry experience preferred
• Data center electrical, network, and cooling background
• Familiarity with power and cooling one lines, understanding of Ohms law and three phase power calculation
• Understanding of both core and edge data center designs
• Power, cooling, monitoring, fire protection, containment, etc
• Knowledge of KVM, rack UPS, single and 3 phase power technologies
• Thorough knowledge of the IT channel and how it operates
• Functional understanding of all Vertiv technologies, solutions, and capabilities
• Able to talk with different audiences, appropriately adjust technical content to meet different audience knowledge and interest, and can communicate with varying technical audience levels
• Able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions
• Familiarity with AI and accelerated compute physical environments is preferred but not required
• Preferred understanding of: Monitoring protocols such as SNMP, Modbus, and BACnet
• Management port use on servers, switches and other network equipment for configuration and firmware updates
• Standard electrical power configurations in US and rest of world
• Application programming interface (API)