Strategic Account Manager, Telco - Rome, Italia - Vertiv

Descrizione

At Vertiv, we are a company engineered to deliver solutions for critical technologies. And those solutions often come from having a variety of viewpoints and perspectives at the table. So it should come as no surprise that there's a spirit of inclusion found in everything we do. Having a wider range of experiences to draw from doesn't just make us a diverse company. It makes us a better company.

Vertiv works hard to create a global workplace that supports and promotes diversity, embraces inclusion and cultivates respect for the individual. We believe that bringing together bright, enthusiastic, and talented people from various backgrounds promotes the birth of new ideas and an exciting energy level.

We seek to create an employer of choice environment in terms of promotions, transfers, compensation, benefits, career mentoring, company-sponsored training, tuition assistance and social and recreational programs for our employees.

Vertiv's Equal Employment Opportunity policy ensures that there will be no discrimination or harassment against an employee or applicant on the grounds of race, color, religion, sex, sexual orientation, gender identity, age, disability, national origin, veteran status or any other factor considered unlawful by applicable laws and regulations.

We are currently looking for a Telco & Edge Strategic Account Manager Southern Region to join our team in Italy, preferably in Rome or Milan.

In the Telco & Edge Strategic Account Manager Southern Region role you will manage the relationship with large, strategic Accounts for Vertiv in a long-term perspective and represent the company in front of the Account at CEO/CIO/CFO level as well you will interface with local customer's Operations & Construction manager-director. In this role you will drive, manage, ensure, and develop the Sales and Profitability of the business with the assigned Accounts, holding direct responsibility on local accounts or projects, while cooperating with the GAM [Global EMEA account manager] towards defined short and long-term targets through distribution channels (contractors, consultants, country distributors, IT distribution) and/or through the regional or country organizations.

You will secure Vertiv is the Accounts' preferred partner for the entire Product and Service portfolio of Vertiv and support peers in pursuing projects/opportunities in major accounts. The position is an integral role for the Regional sales organisation, with the individual holding accountability for the full portfolio order targets attributed to the identified accounts. You will form part of a team that cover all disciplines of the business, within which you will hold account management responsibility, supported by a matrix of product specialists to facilitate the needs of your customers through a structure that offers the best-in-class balance of relationship management and technical support.

As an individual you need to have strong segment industry experience coupled with a well-established network, be able to demonstrate good key account management skills, a strong commercial acumen, and have the capability to build strong networks internally within Vertiv community . Delivery of your targets will require effective coordination between the different business segments to fulfil the requirements of your customers, so strong communications skills are vital. Furthermore, you will need to have the technical competence to understand and demonstrate the full breadth of the Vertiv offering and our capabilities as an organisation to your customers, particularly at senior management level within region. Your targets will be set to align with the growth expectations of the market and our strategic position with the respective accounts .

Strategic Account sales are an extremely important revenue stream for Vertiv, and consequently we are looking for a highly competent, energetic, and ambitious individual to take on this role within the organization.

As a Strategic Account Manager, You Shall:

• Continue to develop our customer centric culture . You represent Vertiv in front of the assigned Accounts at CEO/CIO/CFO level as well as with key customer's decisions maker.
• Drive growth in sales and profitability for both Products and Services with the assigned Accounts, towards defined short- and long-term targets, securing Vertiv as the Account's preferred partner for the entire Product and Service portfolio of Vertiv.
• Secure the long-term customer relationship being the contact point to secure clarity and facilitate relationship, proactively and whenever required by the business opportunities or customer needs.
• Operate withing the defined set of management standards, supporting business review cycles and collaborating across teams. Your objectives and key results are clearly aligned with the OKRs of your managers, line of businesses, marketing, operations, and other internal stakeholders.
• Be an advocate of OneCode, adding value to customer engagements and opportunity development whilst ensuring effective use of the tools and methodology to grow accounts and individual / team success.
• Anticipate market trends being an Industry expert . Design and deliver innovative solutions , rethinking current standards and routines to achieve competitive advantages in the market. Successfully initiate and sustain the necessary changes, managing internal stakeholders and securing support.
• Ensure that any activity, task, and responsibility required is managed and performed in full compliance with the Company Code of Conduct and Trade Compliance .

You Have:

• Excellent commercial experience to understand and anticipate market trends, and Vertiv's business environment.
• Excellent knowledge of the assigned segment and industry in EMEA.
• Minimum of 8 years of proven records in Account Management across countries and regions.
• Experience in business negotiation. Experience in relationship building activities with customers.
• Excellent communications and interpersonal skills .
• Industry expertise or degree in electrical or mechanical engineering or equivalent.
• You are fluent in English.

How do we set you up for success:

• You will become part of a best in class, diverse and vibrant sales community who truly enjoy growing together
• From you day 1, you will access Vertiv Sales Academy training programs, accelerating your learning, and becoming an expert in our technology, industry trends and learning more on sales processes, tools and selling skills
• You will experience a knowledge sharing culture, also offering learning on the flow webinars, sales podcasts, drop-in learning sessions, along with continuous sales coaching opportunities and structured two-ways feedback
• You will access an exhaustive toolset to enable your work, like account management standards, tools and best practices
• You will count on a deep collaboration with Application Engineering and Sales Support teams throughout the entire selling process
• You may be required to travel abroad from time to time. Travel will occasionally require overnight stays.
• You will access flexible working practices, and in-house programs focusing on your wellbeing. At Vertiv, You Matter.