The POWER ARCHITECT is a key role within the Application Engineering Team and the Strategic accounts Sales Team, holding the position as the leader for power train solutions, including medium and low voltage switchgear, UPS, STS/PDU, RPP/Busway and be the main point of reference for high density applications in addition to supporting traditional and grid support solutions.
He\She will be required to influence the design of the solutions of the assigned accounts, and will contribute directly to growing market share and win rate of our major customers within the assigned segment. This position is an integral role for the EMEA Power Engineering team and EMEA Strategic accounts organization, with the individual holding accountability for the complete assigned Power portfolio order targets attributed to the identified accounts.
He\She will direct the team covering all disciplines of the business and will have accountability for the technical support and commercial approach on all Power products. Supported by a matrix of Key Account Directors and Key Account Application Engineers to facilitate the needs of our customers through a structure that offers the best-in-class balance of relationship management and technical support.
As an individual he\she will need to have strong technical sales experience and be able to demonstrate a proven record of relevant industry experience coupled with a well-established network from dealing with the top clients in EMEA and have a strong link to the Global product and engineering functions.
He\She will also have strong commercial acumen and have the capability to build strong networks internally within Vertiv community but also externally with consultants and customers. Delivery of your targets will require effective coordination between the different business units to fulfil the requirements of our customers, so strong communications skills are vital. Furthermore, he/she will need to have the technical competence to understand and demonstrate the full breadth of the Vertiv offering and our capabilities as an organization to our customers, particularly at senior management level within region. Targets will be set to align with the growth expectations of the market and our strategic position with the respective accounts and assigned consultants.
Strategic Account sales is an extremely important revenue stream for Vertiv, and consequently we are looking for a highly competent, energetic, and ambitious individual to take on this role within the organization.
Role Statement:
* Provide technical support and trainings to Strategic customers and Sales for Power products and solutions.
* Provide Sales with pre-sales technical support when building proposals, quotes and tenders.
* Provide technical expertise for projects with strategic customers in collaboration with sales and tech sales team.
* Develop technical and price competitive applications for Power products to fulfill customer requirements where standard products do not fit.
* Organise and host events and workshops to demonstrate Vertiv products and technologies effectively to audiences of varied technical knowledge.
* Work closely with consultants to understand their requirements and collaboratively develop effective solutions and influence RFQ.
Duties and responsibilities
* Provide technical support and trainings to customers and Sales for AC Power products and solutions.
* Provide Sales with pre-sales technical support when building proposals, quotes and tenders.
* Provide technical expertise for projects with strategic customers in collaboration with sales and BU offering team.
* Develop technically and price competitive applications for AC Power products to fulfill customer requirements where standard products do not fit with the collaboration of KA technical sales team and engineering team.
* Organise and host events to demonstrate Vertiv products and technologies effectively to audiences of varied technical knowledge.
* Be responsible of the assigned projects during OTO including FAT support.
* Work closely with consultants to understand their requirements and collaboratively develop effective solutions to drive specifications for Colo and hyperscale strategic accounts.
* Be expert of:
o Switchgear,
o Large power converters
o STS/PDU
o RPP/Busway
o High Density applications
o Grid Applications
o Sustainability
* Drive growth in Power sales and profitability for both Products and Services securing Vertiv as the Account’s preferred partner for the entire Product and Service portfolio of Vertiv.
* Drive a focus on Vertiv end to endPower solutions
* Managed a diverse portfolio of customers consisting of the top EMEA clients
* Build up relationships with consultants and customers.
* Secure growth in pipeline generation and a healthy balanced pipeline with projects in all sales stages and maturity levels to secure a continuous flow of orders in the quarters and years to come.
* Managing commercial positioning with the KA Sales Directors, actively participating, supporting and coordinating with the rest of the sales teams in bids.
Job Requirements – Qualifications and work experience
* Education: engineering background or equivalent education with proven field experience
* Previous working experience: extensive experience in the selection of AC Powerproducts and their installation, especially within Datacenter or equivalent industry segments
* Solid experience matured in adjacent industry segments and in similar positions
* Travel 30%
Core competencies
* Highly focused on meeting customer needs
* Practical experience of AC power train products
* Experience in quoting/proposing/installing/ managing projects.
* Disciplined, self-motivated and proactive.
* Able to combine long term and short-term goals by setting priorities.
* Excellent organizational skills and familiar with a decentralized environment but at the same time able to work in a team.
* Ability to interact effectively with all levels within the organization from entry level to executive.
* Proficient in using C1 and Oracle Sales Cloud.
* Experience with AutoCAD or similar CAD systems .
* Familiar with BIM methodology.
* Well, informed on standards and contractual regulation issues and market and technologic trends.
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