Description

Position Summary/Objectives of Incumbent:

Drive revenue growth across Vertiv's product and solutions portfolio within the VIC/TAS/SA regions by influencing decision-makers at every stage of the customer journey. This role goes beyond traditional selling - it requires the ability to shape project specifications, guide purchasing decisions, and position Vertiv as the preferred partner long before opportunities go to tender. Build trusted advisory relationships with end-users, consultants, contractors, and service partners to create demand, shift perceptions, and establish Vertiv's authority in the market. Consistently deliver against sales targets by combining commercial acumen with the ability to influence outcomes across complex, multi-stakeholder environments.

Ensure all sales activities align with company policies, and operating principles while expanding market presence and brand recognition. Represent the company with professionalism and integrity, maintaining a strong and positive image at all times.

Key responsibilities:

- Proactively identify, pursue, and secure new business opportunities across Vertiv's product and solutions portfolio.
- Target both new and existing customers to expand Vertiv's presence across the VIC/TAS/SA regions, but greater focus on recent customers/relationships & end of life replacements.
- Drive early engagement in customer projects to influence specifications and purchasing decisions.
- Own and deliver against annual revenue targets, contributing directly to market share growth.
- Build and manage a high-quality sales pipeline with consistent, accurate forecasting.




- Maintain up-to-date opportunity records and pipeline data within the CRM platform.
- Partner with solution architects and pre-sales engineers to develop tailored, customer-centric offerings.
- Drive the sales cycle from lead/opportunity qualification to deal closure, ensuring customer needs are met with tailored solutions.
- Position Vertiv's full portfolio to clearly differentiate against competitors. While the primary focus is Vertiv's power portfolio, the role requires the ability to position and sell across the full solutions range to maximise customer outcomes.
- Build strong, long-term relationships with key stakeholders, including end-users, consultants, contractors, and service partners, to influence specifications and drive early engagement in customer projects.
- Host and attend presentations, lunch-and-learns, and workshops with consultant and contractor communities.
- Act as a trusted advisor by understanding customer challenges and aligning solutions to their needs.
- Monitor market trends, industry shifts, and competitor activity across the VIC/TAS/SA regions.
- Use customer insights and market intelligence to refine go-to-market strategies and enhance Vertiv's competitive positioning.
- Share relevant market feedback with internal teams to inform product and go-to-market decisions.




- Execute sales initiatives in alignment with broader business objectives.
- Provide monthly updates on progress, pipeline health, risks, and recommended adjustments.
- Continuously improve sales processes and engagement approaches to maximise conversion rates and customer satisfaction.

Travel Requirements

- Regular travel across Victoria, Tasmania, and South Australia is required, with the majority of time spent in the field meeting customers, consultants, and contractors.
- Interstate travel frequency will vary based on pipeline activity and project requirements.

Continuous Improvement & Customer Experience

- Leverage Vertiv's Operating System (continuous improvement framework) to identify and implement process enhancements.
- Continuously seek ways to enhance the customer experience at every stage of the sales journey. This is inclusive of sales processes, engagement approaches, and customer interactions to maximize satisfaction and conversion rates.
- Comply with all WHS, environmental, and quality obligations, including when visiting customer sites.
- Actively promote a safe working environment and report hazards, incidents, or near-misses promptly.

Work Health & Safety, Environment & Quality

Participate in required safety training and initiatives.

Main contacts within Company

Vertical leaders and sales teams

Senior Director - Sales, ANZ

Territory Account Manager for Consultant and Contractor

Application Engineers

Product management team

Large bid teams

Solutions specialists

Project Managers

Sales Operations

ANZ L

📌 Business Development Manager (Melbourne)
🏢 Vertiv Group
📍 Melbourne