VP Technical Business Development, NeoCloud at Vertiv Group Corporation

POSITION SUMMARY

The Vice President, Global Strategic NeoCloud Accounts leads Vertiv’s technical pursuit with global strategic Neo-Cloud customers. NeoCloud customers are unique – they may or may not be versed in data center design and best practices and may not conform to industry norms for project design and execution.  Their business goals often revolve around the need for speed from investment to token generation and are open to new approaches to achieve that.  The Technical Business Development team positions Vertiv as a trusted partner through deep product and solution expertise, industry leadership, and customer consultation to design solutions that meet our customers’ unique needs. The goal is to “get up and to the left” – engaging higher in the customer organization to the decision maker level and earlier in the process to position Vertiv as the basis of design.  The incumbent will deliver voice-of-customer (VOC) directly into Business Units (BUs) and Product Lines to influence our product & solutions development roadmap. 

This role involves rapidly building rapport and technical credibility with customers; collaborating to position Vertiv solutions as the basis of design across power, thermal, whitespace and overall data center architectures to drive broad account penetration and share of wallet growth.  There is also the potential for significant teaching – don’t ask them what they want, teach them what they need. 

The incumbent heads a team of technical business development domain experts with credible technical capability and strong communication and influence skills. Strong collaboration and partnership with the NeoCloud account managers, thermal chain, power train, whitespace and data center infrastructure solutions teams are critical to deliver a consistent and unified message to advance Vertiv’s market position.

This position also requires a keen sense of urgency and market approach nimbleness.  Neo-cloud customers expect speed and technical competence.  They may or may not have internal engineering teams and may shift that responsibility to CSEs.  They typically expect snap your fingers response at their exec level.

SUCCESS MEASURES

• Design Specification: Achievement of VRT product/solutions as customer basis-of-design across overall data center architecture.
• Share-of-Wallet Penetration: Measurable orders & sales share gain for target NeoCloud customers.
• Thought Leadership: Collaboration with Product Lines to develop reference designs and disseminate solutions thought leadership to customers, industry events, and market publications.
• Account Strategy: Collaboration with GSA and NAM Sales counterparts to define and execute overall account-level growth strategies.
• Capability Maturity: Expansion of team capabilities; evolution of BU-specific technical skills expanded to broad data center solution capabilities.   

RESPONSIBILITIES

Customer Solution Engagement: 

• Lead collaboration with identified and emerging NeoCloud customers to influence and design data center architecture to position Vertiv’s portfolio as the basis of design.
• Collaborate directly with strategic NeoCloud customers to design overall power, thermal, and whitespace architectures. 

Technical Product & Solutions Expertise: 

• Ensure technical buyers understand Vertiv’s capabilities, coordinates solution alignment with product roadmaps, and drive innovative approaches to meet customer needs.
• Drive alignment and collaboration across sr. leadership, sales, product development and engineering to mature and disseminate thought leadership and reference designs.  One Vertiv.
• If external design firms are used engagement with those entities is critical to success.

Voice-of-Customer (VOC): 

• Capture and communicate market needs, product gaps, and emerging trends to Product Lines and BUs. 
• Drive feedback loops to shape future products and solution strategies.

 Industry Engagement: 

• Represent Vertiv in trade shows, conferences, and industry publications to showcase technical thought leadership. 
• Build visibility into Vertiv’s strategic direction and reinforce its market posture. 

Team Leadership & Development: 

• Lead and mentor a team of technical business development experts.
• Foster collaboration, cross-learning, and best-practice sharing across the team and with global peers. 

QUALIFICATIONS

• Bachelor’s degree in Electrical, Mechanical, or Systems Engineering or equivalent; advanced degree (MBA or equivalent) strongly preferred.
• 10+ years of progressive responsibility in technical business development, solution engineering, or pre-sales leadership roles, with at least 5 years at a senior or executive level influencing enterprise customers and shaping solution strategy.
• Recognized expertise in data center or mission-critical infrastructure markets, with a demonstrable record of steering large-scale architecture decisions and establishing basis-of-design at global or strategic accounts.
• Demonstrated success translating technical strategies into revenue growth, market share expansion, or measurable P&L impact. Experience collaborating directly with sales leadership to develop multi-year account strategies.
• Deep, hands-on understanding of data center power, thermal, whitespace, and prefabricated/modular architectures, combined with the ability to synthesize across domains to create integrated solutions.
• Experience leading geographically dispersed teams, aligning with global Product Lines and Business Units, and influencing senior executives across engineering, product management, and sales organizations.
• Foster CSE engagement where and when needed.
• Established presence in industry forums, standards bodies, or trade publications; capable of representing Vertiv’s technical direction credibly at conferences and with analysts.
• Exceptional ability to engage at the C-suite level with customers and to articulate a compelling technical and commercial vision to both internal and external stakeholders.

TRAVEL

• Ability to travel up to 50% to strategic customers, regional teams, and global BU locations.

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities. 

OUR CORE PRINCIPALS:  Safety.  Integrity.  Respect.  Teamwork.  Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

•  Customer Focus

•  Operational Excellence

•  High-Performance Culture

•  Innovation

•  Financial Strength

OUR BEHAVIORS

•  Own It

•  Act With Urgency

•  Foster a Customer-First Mindset

•  Think Big and Execute

•  Lead by Example

•  Drive Continuous Improvement

•  Learn and Seek Out Development

About Vertiv

Vertiv is a $6.9 billion global critical infrastructure and data center technology company. We ensure customers’ vital applications run continuously by bringing together hardware, software, analytics and ongoing services.  Our portfolio includes power, cooling and IT infrastructure solutions and services that extends from the cloud to the edge of the network. Headquartered in Columbus, Ohio, USA, Vertiv employs around 20,000 people and does business in more than 130 countries. Visit Vertiv.com to learn more. 

The anticipated salary range for this role in the CA locality is between $202k to $270k per year salary ranges for other geographic localities may vary. In addition the is a 30% Sales Incentive Plan.  Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.   

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

Equal Opportunity Employer

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to [email protected].