Vertiv
National Account Manager - UPS Power
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National Account Manager – Enterprise, Commercial & Light Industrial
About the Role
The National Account Manager position is a key role within the Enterprise, Commercial & Light Industrial team, responsible for managing a defined number of high-priority accounts in the enterprise market vertical. This role involves oversight of a full product portfolio—LV Switchgear & Busbar, ACP UPS, ELS, and Thermal Management—for Vertiv’s enterprise customers. The primary focus is maximizing revenue growth through targeted engagement with stakeholders, including end-users, consultants, and contractors.
As part of a specialized and high-skilled sales team, the successful candidate will oversee portfolio responsibility in their territory while leveraging support from application engineers and technical sales teams. The role demands a technical generalist ability—balancing high-level strategic insight with product expertise—while collaborating closely with engineering and sales teams to drive opportunities from identification to closure.
This position requires a commercial-minded professional with a dynamic, team-oriented attitude. Success hinges on strong relationship-building skills (both internally and with customers), the ability to navigate cross-departmental coordination, and a results-driven mindset aligned with company performance targets. With enterprise sales being pivotal to Vertiv’s growth, this role is ideal for driven, ambitious professionals eager to take ownership of high-value revenue streams.
Key Responsibilities
Customer & Relationship Management
- Build and retain long-term relationships with allocated accounts, ensuring high levels of satisfaction and exceptional customer experience.
- Map stakeholders across target accounts and tailor messaging to align with their specific needs in Busbar/Switchgear/ACP Power Products & Thermal Management solutions.
- Independent account cultivation through consultative sales, demonstrating deep product knowledge to meet customer needs.
- Lead the future-proofing of assigned accounts—identifying short- and long-term opportunities for providing Vertiv’s solutions.
Sales & Opportunity Development
- Drive new business opportunities, actively participating in technical bids, negotiations, and sales processes from inception to close.
- Develop and execute account growth plans, integrating strategic insights with tactical execution to increase market share and wallet capture.
- Consistently exceed revenue targets (Orders, Sales, GM/EBITDA) in alignment with company expectations while maintaining ethical commercial practices.
- Multi-level stakeholder engagement—from executive decision-makers to technical teams, ensuring repeat business transformation through trusted relationships.
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Collaboration & Cross-Functional Leadership
- Steadily contribute to demand generation, reviewing market trends and nurturing the pipeline renewal pipeline.
- Coordinate with in-house teams (Application Engineering, Marketing, Technical Sales) to align product selection and demonstrations, strengthening both sales outcomes and customer confidence.
- Present value-driven insights to stakeholders, sectors, and internal teams—including capability overviews, technical deep-dives, and ROI projections.
- Set and track key forecasting metrics using company platforms, ensuring accuracy and pipeline health to drive quota-achieving results.
Expectations
Team & Knowledge Contributions
- Actively participate and lead in team meetings, working collaboratively to update reporting systems, conduct scheduled/adhoc analyses, and share insights about customers, competitors, and market dynamics.
- Foster a culture of knowledge-sharing, allowing the wider team to benefit from your experience and trends identified.
Self-Growth & Continuous Improvement
- Develop a growth mindset, being open to learning—both from technical experts within Vertiv and industry standards—while staying abreast of emerging technologies and market shifts.
- Engage in self-directed learning and Vertiv training programs to refine commercial expertise and product knowledge, actively applying your learnings daily.
Innovation & Ownership
- Challenge the status quo—seek opportunities to improve processes, deliver enhanced value, and contribute original ideas to optimize team and customer outcomes.
- Take ownership of priorities, promoting ethical responsibility, self-motivation, and proactive problem-solving.
Qualifications & Experience
Strong candidates will demonstrate:
- Minimum of 5 years’ experience in key account management with a proven track record of exceeding targets and delivering financial growth.
- Enterprise industry expertise, including exposure to contractors, end-user and design authority stakeholders, and previous involvement with LV Switchgear, Busbar, UPS or Thermal Management solutions.
- Commercial acumen—able to translate technical requirements into tailored deal structures and negotiate effectively to drive revenue.
- Relationship-building expertise—including stakeholder mapping (e.g., procurement, engineers, GM/DMO teams) and long-term engagement strategies.
- Account management frameworks—with a history of developing data-backed account plans and mobilizing internal teams seamlessly.
- Technical fluency/familiarity as a generalist, pairing high-level product strategizing with the ability to conduct technical presentations Depths to support customized value propositions.
- Excellent communication skills, combining clarity in spoken and written language and the capacity to influence at all levels—both internally (with peers and executives) and externally.
- StrategicProvider mindset, with an ability to work independently while collaborating in fast-paced cross-functional settings.
- Results orientation: Proven ability to meet and exceed targets within tight deadlines, maintaining a strong mindset under pressure.
- Business daum—efficiently managing personal workload, researching data points, and leasing intelligence to adjust roadmaps and achieve repelling results.
- Resume awareness of basic commercial legislation, policies, and contractual implications in Vertiv-related sales proposes scenarios.
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Certificates (essential for UK market):
- Full UK Driving Licence.
Working Conditions
Travel Requirements
- Must be prepared to travel across the UK and into Europe to support customer engagements and Vertiv’s business expansion.
- Frequent extended trips may include overnight stays outside the assigned primary territory, so accommodation flexibility is key.
Vertiv is an equal opportunity employer committed to workplace diversity and inclusion. All applicants received consideration based on skill and ability, regardless of factors including but not limited to age, gender, race, sexual orientation, or veteran status. We embrace candidates from all backgrounds to foster innovation, growth, and inclusive career success.
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