Responsibilities
JOB DESCRIPTION
- Partner Strategy & Ecosystem Development:
- Develop and execute the country-specific partner strategy and go-to-market plan, aligned with the global channel vision.
- Identify, recruit, and onboard new strategic partners to fill gaps in market coverage, technical capability, or customer segment.
- Segment the existing partner base to focus resources on high-potential partners e.g, Tier 1 Partners
- Partner Business Management & Growth:
- Serve as the primary business relationship manager for a portfolio of key partners. ( Top 15-20 Partners in country)
- Jointly develop business plans with each key partner, setting shared revenue targets, marketing activities, and enablement goals.
- Drive sales growth by proactively managing the partner sales pipeline, facilitating joint selling activities, and securing partner commitment.
- Partner Enablement & Certification:
- Ensure partners are fully enabled on the company's products, sales methodologies, and competitive positioning.
- Drive partner technical and sales certification requirements to build a skilled and competent partner community.
- Coordinate with internal teams (Marketing, Pre-Sales, Training) to deliver ongoing enablement programs and resources.
- Joint Marketing & Demand Generation:
- Develop and execute joint marketing plans with partners to generate a qualified sales pipeline.
- Leverage and manage the use of Co-op Marketing Funds (MDF) to stimulate partner-led demand generation activities.
- Partner with partners on local events, webinars, and campaigns to increase brand awareness and lead flow.
- Performance Management & Reporting:
- Monitor and report on partner performance against key metrics (e.g., revenue, pipeline growth, certification status).
- Manage partner program compliance and ensure adherence to partner agreements.
- Use OSC and Partner Relationship Management (PRM) tools to track all partner interactions and performance data.
- Conflict Resolution & Channel Health:
- Proactively manage and resolve channel conflict between partners and with the direct sales team.
- Enforce rules of engagement and ensure a healthy, productive, and motivated partner ecosystem.
Qualifications
- 10+ years of Channel/Distribution/Sales Management in a fast-growing IT/ET/ME company
- Experience working with channel programs, familiar with rebate mechanisms, incentives and marketing budgets
- Strong analytical skills
- Strong presentation skills and ability to articulate complex technology simply
- Bachelor's degree or related courses
- Good knowledge in Data Centre Industry and Manufacturing Industry.
- Have good experience and exposure to a cross functional and matrix type of organizations to make things done without authority by influencing teams.
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 [SJA1]
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.
