Academic Advice, Business Development, Business Growth, Communication Skills, Continuous Improvement, Customer Relations, Customer Service Operations, Customer Support/Service, Distribution Channel, Electrical Engineering, Electricity, Maintenance - Electrical, Market Trend Analysis, Mechanical Engineering, Needs Assessment, Network Operations Center, Pricing, Problem Solving Skills, Process Improvement, Product Demonstration, Product Management, Product Positioning, Regional Sales, Requirements Management, Sales Management, Sales Pipeline, Sales Presentation, Sales Strategy, Sales Support, Technical Leadership, Technical Sales, Trade Shows, Training/Teaching, Willing to Travel
Job Description POSITION SUMMARY We are looking for an in-market Technical Sales Manager - Rack & Row Solutions to support the growth of Vertiv rack and cabinet solutions. This role is responsible for conducting customer site walks, assessing infrastructure needs, developing technical specifications, providing pricing, and identifying cross-competitive opportunities. The ideal candidate will have a strong understanding of data center white space infrastructure, including racks, containment, single-phase UPS, rack PDUs, and in-rack three-phase UPS solutions. This position combines technical expertise, customer-facing sales support, and field-level opportunity development. This role will work closely with regional sales teams, consultants, contractors, and end users to position Great Lakes and Vertiv solutions across data center, enterprise IT, telecom, edge, and infrastructure modernization projects. RESPONSIBILITIES Conduct site walks to assess customer infrastructure, white space layouts, rack environments, power distribution, containment needs, airflow challenges, and future expansion requirements. Develop technical specifications and solution designs for rack and cabinet infrastructure, including racks, containment, cable management, airflow management, rack PDUs, single-phase UPS, and in-rack three-phase UPS. Provide accurate pricing, proposals, and solution recommendations for Racks, Containment, 1PH UPS, rPDU, and in-rack 3PH UPS opportunities. Identify and pursue cross-competitive opportunities where customers may be using alternative rack, cabinet, containment, UPS, or power distribution solutions. Collaborate with regional sales teams to support account strategy, opportunity development, customer engagement, and competitive positioning. Work with customers, consultants, contractors, electrical distributors, and partners to understand project requirements and recommend appropriate solutions. Support the sales process from discovery through proposal, including technical clarification, product selection, configuration guidance, and follow-up. Partner with internal engineering, product management, customer service, operations, and pricing teams to ensure accurate solutions, lead times, and customer expectations. Provide product education and technical guidance to sales teams, consultants, contractors, electrical distributors, and customers. Maintain a strong pipeline of opportunities and provide updates on site activity, customer needs, competitive threats, and market trends. Assist with customer presentations, product demonstrations, trade shows, training sessions, and regional sales initiatives. QUALIFICATIONS Bachelor's degree in electrical or mechanical engineering or other technical degree. Associates degree or Military certification with at least 3 years of directly related work experience will be held as equivalent to the educational requirement. 8 to 10 years of directly related work experience is preferred. Strong technical knowledge of power and data center infrastructure solutions. Ability to engage customers in both technical and sales discussions. TRAVEL Willingness to travel up to 50%. The successful candidate will embrace Vertiv's Core Principals & Behaviors to help execute our Strategic Priorities. OUR CORE PRINCIPALS: Safety. Integrity. Respect. Teamwork. Inclusion. OUR STRATEGIC PRIORITIES High-Performance Culture Customer Focus Operational Excellence Innovation Financial Strength VERTIV 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 Promote transparent & open communication About Vertiv Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to enable its customers' vital applications to run continuously, perform optimally and grow with their business needs. Vertiv solves the most important challenges facing today's data centers, communication net orks and com