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IT Corporate Reseller Director
Vertiv EMEA Corporate Resellers: IT Corporate Reseller Director Role
EMEA Corporate Resellers at Vertiv represent one of the most dynamic environments in our Vertiv Sales Organization. Recent commercial successes and rapid market recognition of the Vertiv Solutions Portfolio—alongside the company’s unparalleled service capabilities in EMEA—have driven new investment plans aimed at sustained growth in this segment.
About the Role
The IT Corporate Reseller Director plays a critical role in expanding Vertiv’s reach through strategic partnerships with Corporate Resellers. Primary responsibilities include:
- Developing and executing sales strategies
- Driving revenue growth
- Engaging with key corporate reseller accounts
- Ensuring high customer satisfaction
The position reports directly to the EMEA Channel Sales Director and will contribute centrally to the company’s go-to-market (GTM) strategy in EMEA, enhancing brand visibility in IT solutions, particularly in AI and HPC markets.
Responsibilities
Strategic Relationship Management
- Build and nurture long-term relationships with key decision-makers at reseller organisations and end-users
- Align with reseller business models to identify synergies and grow market share collaboratively
- Develop comprehensive account plans to meet sales targets and revenue objectives for assigned corporate reseller accounts across the EMEA region
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Client and Stakeholder Engagement
- Collaborate with internal teams (local sales, solutions architects, technical sales, operations, etc.) to tailor custom solutions for resellers
- Work alongside resellers to drive market expansion by identifying sectors and applications for Vertiv’s innovations
- Conduct regular business reviews to provide insights, performance updates, and actionable recommendations
Revenue Growth & Reporting
- Own business development initiatives focused on increasing market share and share-of-wallet
- Resolve escalated issues while maintaining proactive communication with resellers
- Maintain accurate, timely documentation of account activities, including forecasts and progress updates
Analytical & Market-Led Focus
- Monitor market trends, competitor actions, and industry developments
- Identify opportunities for differentiation, innovation, and higher-value sales
- Support resellers in leveraging Vertiv’s Edge Solutions, IT Systems (UPS/Power Products, Racks, Liquid Cooling, Thermal), and Critical Space Environments
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Requirements
Qualifications & Experience
- Proven B2B sales experience, with a focus on IT resellers
- In-depth knowledge of the corporate reseller ecosystem and established relationships
- Strong negotiation, communication, and presentation skills
- Demonstrated ability to work both independently and collaboratively in a fast-paced environment
- Track record of strategic frontrunning to drive sales growth in targeted regions
- Application of technical knowledge in sector-specific domains:
- Edge Solutions
- IT Systems
- UPS/Power Products
- Racks
- Thermal & Liquid Cooling
- Critical Infrastructure Systems
- Service Offerings
- Bachelor’s degree or equivalent
Skills
- Fluency in written and spoken English (mandatory)
- A further non-mandatory language would be an advantage
- Microsoft Office Suite proficiency (intermediate-level)
Core Competencies
- Leadership – Inspire cross-functional teams and partners
- Strategic Thinking – Develop long-term growth plans
- Negotiation – Secure deals and optimise contracts
- Customer Focus – Prioritise satisfaction for resellers and their end-users
- Results-Driven – Deliver measurable business outcomes and revenue lifts
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