Technical Sales Engineer - AC Power

POSITION SUMMARY

• The Technical Sales Engineer – AC Power supports selling efforts for Vertiv’s 3-Phase AC Power product offering, with deep technical and industry knowledge.  Sitting remotely, this individual will address technical questions or issues that arise during sales engagement, set appropriate customer expectations, interact with existing customers to investigate new issues and needs, and give advice on new projects and initiatives.

RESPONSIBILITIES

• Provides technical review and response to Request for Proposals (RFP) for Vertiv 3-Phase AC Power opportunities for assigned key accounts, or opportunities within assigned territories as needed. Primary focus will be specification CDE review/completion, review of electrical drawings submitted with RFP, assistance with initial equipment configurations based on understanding of specification/drawing requirements, and aid with completing project specific bid forms (when required).
• Supports driving sales growth.
• Provides technical support for key accounts including the following activities: assistance with development of concept power architectures, technical guidance for selection of best fit product ratings, battery selection and sizing, creation of concept single lines, and virtual or in-person design reviews.
• Supports budgeting and spec development to maximize success rates.
• Coordinates with key accounts to support engagement with targeted consulting engineers, contractors, and general contractors.
• Represents the company and actively participates in key customer factory visits.
• Travel as required to support key accounts and to support increasing share of wallet within the assigned account by supporting in person meetings.
• Participates as needed in account planning efforts and engagement strategies for key clients.
• Supports technical proposals, design documentation, and project proposals to aid the design process and delivery to customers.
• Provides sales staff with technical assistance and support for technical documentation and customer-facing presentations & engagements including leading customer communications.
• Participates in new product development efforts as assigned.
• Provides industry feedback to product managers for product improvements and roadmaps.

QUALIFICATIONS

• Bachelor’s degree from four-year College or University with emphasis in Engineering, or related technical field, or equivalent combination of education and experience.
• 2-4 years of industry sales experience.
• Technical knowledge of three phase products and applications.
• Industry knowledge and understanding of market dynamics.
• Experience working on large, complex requests for quotes (RFQs).  Familiarity with power one-lines, understanding Ohms law and three phase power calculation.
• Ability to build relationships and collaborate well with other departments and sales offices.
• Able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions.
• 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.
• Ability to attain quota in measured categories.
• Strong problem-solving skills.

PHYSICAL & ENVIRONMENTAL DEMANDS

• Standard office environment. 
• Prolonged periods of sitting at a desk and working on a computer.

TIME TRAVEL REQUIRED

• 25 - 50% domestic travel to meet customer needs.

The Regional Sales Manager (RSM) is responsible for driving growth of Vertiv Rack Solutions - specifically Great Lakes Case & Cabinet offerings through direct engagement with end users, channel partners, and local Vertiv offices within the assigned territory. This role focuses on expanding rack share in data center, SLED, and enterprise environments while creating pull through for complementary Vertiv solutions including rPDU, UPS, thermal, and services. The RSM will lead regional go to market strategy, develop partner capability, and influence key decision makers across IT, facilities, engineering, and procurement.

The anticipated salary range for this role in the California locality is between $77,924 to $97,461 per year – salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee’s role and individual offer details. This role is eligible for a monthly Sales Incentive plan on an 80/20 split. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.