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The Portfolio Strategy Lead
The Portfolio Strategy Lead is responsible for shaping and driving the commercial direction of Vertiv's solutions-driven services portfolio. This role connects offering leads, application engineers, and analysts around a shared portfolio vision — creating alignment across teams while balancing customer value with profitable growth.
You'll serve as the strategic link between what we build and how we take it to market, translating service capabilities into compelling, competitive propositions that win in the market and deliver strong margins.
Key Responsibilities
Solution Architecture & Portfolio Strategy
- Own the solution architecture and services strategy and platform delivery for the solutions-driven portfolio
- Drive integrated offer development where Power Train and Thermal Chain capabilities converge
- Lead multi-product, multi-BU service integration across the portfolio
- Maintain the unified portfolio roadmap aligned to Vertiv's long-term growth strategy
- Package cross-domain capabilities into market-ready, solution-driven bundles
Commercial Strategy & Pricing
- Own end-to-end commercial strategy including pricing models, deal structures, and margin management
- Provide pricing logic and inputs into pricing configurators
- Lead development of pricing frameworks, configurators, and commercial policies with Finance and BU stakeholders
- Align pricing with Implementation Leads and BUs to protect consistency and margin integrity
- Review and approve non-standard terms, discounts, and deal exceptions against margin and risk thresholds
- Drive SKU rationalisation and commercial packaging to improve sales efficiency
- Lead annual pricing reviews aligned to business strategy and market conditions
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Sales & Engineering Enablement
- Develop sales enablement toolkits, training materials, and go-to-market readiness assets for Sales and Channel teams
- Own adoption and technical acceleration programs (training) for portfolio solutions, working alongside Academy and Marketing to drive customer uptake
- Support complex bids, proposals, and customer negotiations with commercial guidance and RFP/RFI involvement
- Validate commercial viability of new services prior to launch, including go/no-go recommendations
Performance & Insights
- Define and monitor portfolio KPIs: win rates, deal value, margin by offering, attach rates, and profitability metrics
- Analyze Voice of Customer feedback from Implementation Leads while maintaining an active industry presence, translating field and customer signals into actionable portfolio decisions and market analysis inputs
- Report portfolio and commercial performance to senior leadership
- Collaborate with global counterparts to maintain alignment on new ideas, offerings, and strategic direction
Central Coordination
- Act as the central coordinator across Offering Leads, Application Engineers, and Analysts to drive a unified go-to-market approach
- Coordinate cross-domain integration across Power Train, Thermal Chain, and Modular/Infrastructure Solutions
- Manage the overall packaged and bundled service offers, maintaining coherence across the full portfolio
Key Outputs
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- Unified portfolio roadmap
- Solution bundle frameworks and commercial packaging
- Pricing frameworks, rate cards, and deal approval guidelines
- Sales enablement toolkits and commercial training materials
- Cross-domain integration plans
- Commercial performance dashboards and reporting packs
- Business case inputs for new or revised service offerings
- SKU and portfolio rationalization recommendations
- GTM readiness inputs and launch plan contributions
Skills Required
Technical / Functional
- Strategic thinking and portfolio management across multi-product, multi-BU environments
- Strong commercial acumen with experience in pricing strategy, deal structuring, and margin management
- Field experience is a strong asset
- Proficiency in financial modelling and business case development
- Solution architecture expertise across integrated service portfolios
- Experience with CPQ (Configure, Price, Quote) tools and CRM platforms
- Understanding of services business models (T&M, fixed-price, subscription, outcome-based)
- Ability to interpret market data and translate insights into commercial and portfolio decisions
Behavioural
- Cross-functional leadership — able to coordinate and align diverse stakeholder groups without direct authority
- Strategic thinker with the ability to operate at both a high level and in detail
- Strong influencing, negotiation, and stakeholder alignment skills
- Commercially curious and customer-focused
- Comfortable with ambiguity and able to drive decisions in fast-moving environments
- Collaborative and solution-oriented by nature
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Skills
Portfolio management
Strategic thinking
Pricing strategy
Deal structuring
Margin management
Financial modelling
Business case development
Solution architecture
CPQ tools
CRM platforms
Cross-functional leadership
Stakeholder management
Negotiation
Market analysis
Sales enablement
Product roadmap