Technical Sales Manager Rack and Row Solutions

Vertiv Corporation • Albany, NY • 3h ago

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. 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 offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5 billion in sales, a strong customer base and

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