Description
Position Summary/Objectives of Incumbent:
The Region Territory Manager is responsible for driving Vertiv's growth across Northern Region including VIC, SA, TAS and WA. This senior leadership role oversees the achievement of product and channel sales targets, while managing a high-performing team that includes the Power and Thermal Sales teams of Northern Region and provides dotted-line leadership to the Consultant & Contractor Account Manager for the region.
In addition to team leadership, the role requires direct engagement with customers to identify, develop, and convert new business opportunities. The Territory Manager plays a critical role in building and maintaining strategic relationships with end users, consultants, contractors, and channel partners to ensure sustained growth and market presence.
Success in this role will be defined by the ability to lead through influence, drive proactive sales activity, and foster a culture of accountability and customer-centricity across the team.
Major Responsibilities:
* Sales Leadership & Strategy: Lead, coach, and develop the regional sales team to execute sales plans, ensuring consistent achievement of revenue and growth targets.
* Opportunity Management: Drive proactive sales activity across the team, ensuring robust pipeline generation, opportunity identification, and successful conversion.
* End User Engagement: Build and maintain strong relationships with key end users, acting as a trusted advisor and ensuring customer needs are met with tailored solutions.
* Performance Accountability: Monitor team performance, provide regular feedback, and implement improvement initiatives to ensure excellence in execution.
* Hands-On Sales Involvement: Actively engage in customer meetings, quoting, and closing deals alongside the team.
* Cross-Functional Collaboration: Work closely with regional and ANZ teams including presales, operations, supply chain, finance, legal, marketing, and HR to ensure seamless execution.
* Market Insight & Positioning: Stay ahead of industry trends, competitor landscapes, and market requirements, gathering and analysing Voice of Customer (VoC) to ensure Vertiv's solutions are properly positioned for success in the marketplace. Deep knowledge of the market landscape, including competitors and customer requirements.
* Continuous Improvement: Monitor market trends and competitor activity to adapt strategies and maintain a competitive edge. Actively identify areas for process improvements, engagement strategies, and opportunities to better meet customer expectations.
* Proposal & Market Strategy: Lead the creation of competitive proposals, defining the best approach to position our products in the market while working closely with Vertical Leaders and Sales Teams.
Sales Funnel & Forecasting: Drive the sales funnel by collaborating with customers and also sales teams, developing opportunities, and ensuring accurate forecasting that aligns with sales goals. Ability to forecast and manage sales pipelines effectively.
Employees reporting to Incumbent
7 Direct Reports and 1 Dotted Line Report
Main contacts within Company
ANZ and the Regional Leaders
Service Sales team
Presales Architects
Product Managers
Large Bid teams
Application Engineers
ANZ Marketing Team
Legal
Finance
Supply Chain & Sales operations
ANZ HR
Main contacts outside the Company
End customers, Consultants, Contractors, Industry leaders, Channel Partners.
Education/Qualification:
* Bachelor's degree in electrical or thermal engineering, preferably with experience of working in data centre/critical infrastructure field
* Minimum 5 years experience in selling complex solutions
* Minimum 5 years experience in managing and leading sales teams
Specialist Knowledge:
* Knowledge of Data Centre applications in power and / or thermal system design and architecture
* Presentation skills for customer and consultant presentations
* Excellent interpersonal skills with peers to work in matrix organisation
* Strong technical and commercial acumen, with the ability to understand customer needs and design tailored solutions.
Personal Characteristics:
* Strong collaboration and communications skills with both internal teams (sales, engineering) and external stakeholders (customers, consultants and outside industry influencers).
* Strong time management skills
* Strong written, oral communication and presentation skills, with experience working with people.
* Self-motivated and strong sales skills to be able to develop complex opportunities with long sales cycle into a successful outcome.
* Action and results orientated with a passion for success.
* Learning agility and the ability to stay abreast of trends and strategic landscape.
* Passion for creating positive customer centric culture across the organisation.