Job Description

Objectives of Incumbent:

The Business Development Manager is responsible for strengthening customer relationships and driving service related growth across Vertiv’s Strategic accounts. This role focuses on building a strong pipeline of new service opportunities and securing new service sales. We are seeking an experienced sales professional who excels at developing strong customer partnerships, is motivated by achieving strong sales outcomes, and thrives in a fast-paced business environment.

Reporting to the Associate Director of Service Sales, this position plays a key role in the continued growth and success of Vertiv’s Service Sales business within the Strategic Accounts portfolio.

Key responsibilities:

• Own and Execute Service Sales Strategy: Lead and deliver Vertiv’s Service Sales strategy for Strategic Accounts, achieving defined growth targets and maximising long‑term account value.

• Sales Funnel Management & Forecasting: Build and manage a healthy, high-quality sales pipeline. Maintain accurate forecasting and reporting to ensure visibility of progress toward sales goals. Consistent update of pipeline in CRM.

• Sales Achievement: Build and maintain a robust sales pipeline focused on maintenance contract renewals, warranty-to-service contract conversions, and upsell opportunities within the account portfolio.

• Executive Stakeholder Engagement: Drive engagement at the C‑suite and senior leadership levels, effectively positioning Vertiv’s service value proposition and strengthening strategic customer relationships.

• Strategic Account Partnership: Support the Strategic Account Manager in building and executing service growth plans that maximise long‑term revenue, customer retention, and account penetration.

• Opportunity Development: Identify, qualify, and secure new Service Sales and Service Contracts opportunities across the portfolio.

• Customer Relationship Management: Build strong customer relationships through proactive communication, onsite engagement, and insight led conversations.

• Service Coverage Expansion: Expand service coverage on install base not under maintenance and drive upsell/cross sell opportunities.

• Proposal & Commercial Delivery: Prepare and deliver proposals, quotations, and commercial recommendations to customers.

• Cross‑Functional Collaboration: Collaborate with Account Management, Service Delivery and other internal teams to improve customer satisfaction and create a seamless and consistent customer experience

• One Vertiv: Collaborate closely with field Customer Engineers and Service Supervisors, to uncover service opportunities, align on customer priorities, and support and deliver on our retention strategies.

• Process Improvement & Customer Experience: Proactive use of Vertiv Operating System to enhance continuous improvement efforts. Continuously seek ways to enhance sales processes, engagement approaches, and customer interactions to maximize satisfaction and conversion rates.

WHS, Environment & Quality:

• Comply with all Work, Health & Safety, Environment and Quality obligations

• Actively promote safety in the workplace

Employees reporting to Incumbent

N/A

Main contacts within Company

• Associate Director Service Sales, ANZ

• Key and Global Account Managers

• NSW Service Supervisors

• Internal Contract Sales

• Service Operations Team

• Project & Service Team

• Supply Chain Team

• Customer Engineers

• Senior Direct Sales, ANZ

• Application Engineers

• Product Managers

Main contacts outside the Company

• Customers, Facilities Managers, Customer’s contractors

• Partners, Vendors, Suppliers

Specialist Knowledge:

• 3-5 years experience in service sales

• Business development experience

• Strong commercial acumen

Practical Experience:

• Sales experience in service sales, consistently meeting or exceeding targets

• Strong presentation and communication skills

Education/Qualification:

• Tertiary qualification in Business, Engineering or related field

Personal Attributes:

• Customer first mentality and approach

• Ambitious ‘hunter’ mindset

• Strong relationship building skills

• Excellent interpersonal and communication skills