Technical Sales Manager – Rack and Row Solutions

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 global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertivco.com. If you are interested in applying or learning more about this role, please visit the company’s career page located on Vertiv.com/Careers.

The anticipated salary range for this role in the California, New York, Washington, and Washington D.C.  locality  is between $131,914 to $164,824 per year—salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee’s role and individual offer details. In addition, this role is eligible for a monthly Sales Incentive plan on a 80/20 split. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.

The anticipated salary range for this role in the Virginia locality is between $125,918 to $157,332 per year—salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee’s role and individual offer details. In addition, this role is eligible for a monthly Sales Incentive plan on a 80/20 split. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.