KEY RESPONSIBILITIES
Strategic Account Management & Business Development
- Own and develop strategic relationships with hyperscale data center customers and key stakeholders across India.
- Develop and execute account strategies aligned with customer growth plans, data center expansion programs and Vertiv’s strategic priorities.
- Build relationships across customer engineering, procurement, construction, operations, data center infrastructure and senior leadership teams.
- Identify whitespace opportunities across existing accounts and develop new customer opportunities.
- Develop long-term account plans covering revenue growth, wallet share, customer engagement and strategic opportunity pipeline.
- Maintain a strong understanding of customer investment plans, data center capacity expansion, technology roadmaps and infrastructure requirements.
Sales & Revenue Growth
- Drive bookings, revenue, pipeline and market-share growth across the assigned hyperscale business.
- Lead the development and conversion of large and complex opportunities across Vertiv’s power, thermal and infrastructure solution portfolio.
- Develop and maintain a healthy sales funnel with clear opportunity qualification, value proposition, probability and closure strategy.
- Own sales forecasting and provide accurate and timely updates on pipeline, orders and revenue outlook.
- Identify and address commercial, technical and competitive barriers to opportunity conversion.
- Achieve assigned sales targets and strategic business objectives.
Large Opportunity & Pursuit Leadership
- Lead strategic pursuits involving complex, high-value data center infrastructure programs.
- Coordinate cross-functional pursuit teams across Sales, Solutions Architecture, Engineering, Product Management, Commercial, Operations and Project Management.
- Develop pursuit strategies, customer engagement plans and win themes for major opportunities.
- Ensure strong executive sponsorship and alignment for strategic customer pursuits.
- Lead commercial negotiations and coordinate internal approvals for major opportunities.
- Drive opportunities from early customer engagement and solution definition through proposal, negotiation, order closure and handover.
Customer & Executive Engagement
- Develop trusted-advisor relationships with senior customer stakeholders.
- Engage with customer CXO, procurement, engineering, data center and project leadership teams.
- Lead executive-level customer meetings, business reviews, solution discussions and strategic negotiations.
- Understand customer business priorities and translate them into differentiated Vertiv value propositions.
- Represent Vertiv at customer forums, industry events, conferences and strategic engagements.
- Act as the voice of the customer internally and ensure customer priorities are understood across the organization.
Solution Selling & Portfolio Positioning
- Position Vertiv’s integrated data center infrastructure portfolio to address customer requirements.
- Work with Solutions Architects and technical teams to develop customer-specific solutions across power, thermal and infrastructure systems.
- Identify opportunities for integrated and higher-value solutions rather than transactional product selling.
- Support development of solutions for high-density, AI and next-generation data center environments.
- Leverage Infrastructure Solutions, modularization, prefabrication and other differentiated approaches where relevant to customer requirements.
- Translate technical differentiation into clear customer business value, including speed to deployment, efficiency, scalability, reliability and total cost of ownership.
Commercial & Cross-Functional Leadership
- Partner with Commercial and Finance teams on pricing strategy, margin management and deal structuring.
- Ensure commercial discipline throughout the opportunity lifecycle.
- Coordinate with Operations, Supply Chain, Engineering and Project Management to assess delivery requirements and execution risks.
- Support resolution of customer escalations and commercial issues.
- Ensure effective handover of won opportunities to project execution teams.
- Maintain strong governance around strategic opportunities and customer commitments.
Market Intelligence & Strategic Planning
- Develop strong knowledge of the Indian hyperscale data center market, competitive landscape and customer investment trends.
- Track customer capacity expansion, new data center campuses, technology shifts and emerging infrastructure requirements.
- Provide market intelligence and customer insights to Sales leadership and internal product and solution teams.
- Identify emerging opportunities associated with AI infrastructure, high-density computing, liquid cooling and next-generation power and thermal requirements.
- Support strategic planning and business development initiatives for the hyperscale segment.
QUALIFICATIONS & EXPERIENCE
- Bachelor’s degree in Engineering, Business, Management or a related discipline; MBA is an advantage.
- Typically 10–15+ years of progressive experience in B2B sales, preferably within data centers, critical infrastructure, electrical/mechanical infrastructure, technology or industrial solutions.
- Proven experience managing large enterprise, hyperscale, cloud, colocation or strategic accounts.
- Demonstrated track record of managing complex, high-value sales opportunities and delivering business growth.
- Strong understanding of the data center ecosystem and infrastructure value chain.
- Experience selling technical solutions involving multiple stakeholders and long sales cycles.
- Strong commercial, negotiation and contract-management skills.
- Excellent executive communication, presentation and relationship-management capabilities.
- Strong analytical, strategic planning and opportunity-management skills.
PREFERRED EXPERIENCE
- Experience with hyperscalers, cloud service providers or large colocation operators.
- Experience in data center power, thermal, infrastructure solutions, MEP, EPC or mission-critical infrastructure.
- Experience with large data center campus programs and multi-year customer expansion plans.
- Experience selling integrated or engineered solutions rather than individual products.
- Strong network across the Indian data center ecosystem.
- Experience working with AI/HPC infrastructure and high-density data center requirements.
KEY COMPETENCIES
- Strategic account management.
- Consultative and solution selling.
- Executive stakeholder management.
- Large opportunity / pursuit leadership.
- Commercial and negotiation capability.
- Pipeline and forecast management.
- Cross-functional leadership.
- Customer-centricity.
- Market and competitive intelligence.
- Strategic thinking and business development.
- Ownership and execution orientation.
SUCCESS PROFILE
The successful candidate will be a strategic sales leader capable of developing deep relationships with hyperscale customers, identifying large-scale growth opportunities and mobilizing cross-functional teams to convert complex infrastructure pursuits into sustainable bookings and revenue.
The individual should combine strong customer relationships with the ability to understand technical infrastructure requirements, build compelling business cases, manage complex commercial discussions and execute disciplined opportunity management.
