Vertiv
IT Corporate Reseller Director
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IT Corporate Resellers Director – Vertiv (EMEA)
EMEA Corporate Resellers at Vertiv represent one of the most dynamic environments in our Vertiv Sales Organization. Recent challenges and market recognition of the unique advantages of our Vertiv solutions portfolio, alongside unmatched service capabilities in EMEA, have created new investment plans to support fast growth for this segment in the coming year and beyond.
Role Statement
The IT Corporate Resellers Director will be a pivotal role, expanding our company’s reach through strategic partnerships with corporate resellers. This position involves:
- Developing and executing sales strategies
- Driving revenue growth
- Interfacing with key corporate reseller accounts
- Ensuring high customer satisfaction
This role reports directly to the EMEA Channel Sales Director.
The Strategic Corporate Resellers Director will play a central role in:
- Supporting GTM (Go-To-Market) deployment in EMEA
- Expanding Vertiv’s visibility across markets
- Supporting growth in AI and HPC solution sales
Key Duties & Responsibilities
Strategic Relationship Management
- Develop and maintain strong, long-term relationships with key decision-makers and stakeholders at corporate reseller organizations and their end-users.
- Understand the reseller’s business model and identify opportunities for mutual growth while securing a competitive market share.
- Develop and execute comprehensive account plans for reaching sales targets and revenue growth in assigned reseller accounts across EMEA.
- Tailor sustainable IT solutions (Edge Solutions, IT Infrastructure, UPS/Power Products, Racks, Thermal, Liquid Cooling, and Service offerings) to meet client needs while ensuring customer satisfaction.
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Collaboration & Operational Support
- Collaborate with internal teams (local sales, solutions architects, technical sales, operations) to align strategies, deliver value, and facilitate seamless service.
- Work with Marketing, Product Management, Sales Support, and Operations to enhance brand positioning and account championing.
Market Insights & Growth Opportunities
- Analyze market trends, competitor activity, and industry developments to identify new business opportunities.
- Support resellers in expanding into new markets and applications, driving innovative solutions.
** Reporting & Account Management**
- Conduct regular business reviews with corporate resellers, including:
- Providing insights on end-user performance and needs
- Offering performance updates
- Delivering recommendations for improvement
- Own accountability for business development plans to drive market share and wallet share growth.
- Prepare and submit accurate, timely reports, forecasts, and updates highlighting:
- Progress achieved
- Ongoing challenges
- Actionable strategies
Job Requirements – Qualifications & Experience
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Essential
✅ Proven track record in B2B sales, with a focus on IT resellers and corporate relationships. ✅ Deep understanding of:
- Corporate reseller ecosystem
- Industry relationships and partnerships ✅ Technical subject matter expertise in:
- Edge Solutions
- IT Systems
- UPS/Power Products
- Racks, Cabinets, and Enclosures
- Thermal & Liquid Cooling solutions
- Critical infrastructure environments ✅ Bachelor’s degree in a relevant field
Preferred
✅ Strong experience with AI and HPC sales strategies.
Key Competencies
Leadership & Collaboration
- Ability to inspire and manage cross-functional teams, including partners and vendors.
- Build high-performing, collaborative relationships within reseller networks.
Strategic Decision-Making
- Strong strategic thinking to develop long-term growth plans.
- Leverage data-driven insights to guide sales priorities and market expansion.
Negotiation & Closing
- Exceptional negotiation skills to close high-value deals and manage complex contracts.
Customer-Centric Approach
- Deep focus on meeting client needs and delivering exceptional value.
- Ability to align Vertiv solutions with corporate reseller and end-user requirements.
Results-Oriented Mindset
- Disciplined execution with a focus on revenue growth, loyalty programs, and retention.
- Commitment to exceeding KPIs and driving sustained commercial success.
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