At a Glance
- Tasks: Drive revenue growth and build relationships in the thermal and power sector.
- Company: Join Vertiv, a leader in critical infrastructure solutions.
- Benefits: Competitive salary, career development, and a dynamic work environment.
- Other info: Embrace teamwork and innovation in a supportive culture.
- Why this job: Shape the future of energy solutions while influencing key decision-makers.
- Qualifications: 5+ years in sales, strong communication skills, and a proactive mindset.
The predicted salary is between 121500 - 148500 $ per year.
Drive revenue growth across Vertiv's product and solutions portfolio within the NSW region 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.
Key Responsibilities
- New Business Development: 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 NSW region, with a greater focus on new customers. Drive early engagement in customer projects to influence specifications and purchasing decisions.
- Revenue & Sales Performance: 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.
- Solution Selling: Partner with solution architects and pre-sales engineers to develop tailored, customer-centric offerings. Lead the sales cycle from opportunity qualification through to deal closure. Position Vertiv's full portfolio to clearly differentiate against competitors.
- Customer & Stakeholder Engagement: Build trusted, long-term relationships with end-users, consultants, contractors, and service partners. 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.
- Market Intelligence: Monitor market trends, industry shifts, and competitor activity across the NSW region. Use customer insights and market intelligence to refine sales strategies and improve competitive positioning. Share relevant market feedback with internal teams to inform product and go-to-market decisions.
- Strategy Execution & Reporting: 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.
- Continuous Improvement: Leverage Vertiv's Operating System (continuous improvement framework) to identify and implement process enhancements. Seek opportunities to improve the customer experience at every stage of the sales journey.
- Work Health & Safety, Environment & Quality: 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. Participate in required safety training and initiatives.
Main Contacts Within Company: Vertical leaders and sales teams, Senior Director – Sales, ANZ, National Account Manager for Consultant and Contractor, Application Engineers, Product management team, Large bid teams, Solutions specialists, Project Managers, Sales Operations, ANZ Leadership Team, Service BDMs, Service Supervisors.
Main Contacts Outside The Company: End customers, Consultants, Contractors, Industry leaders.
Specialist Knowledge: Technical qualifications preferably in thermal engineering. Critical Infrastructure Market knowledge. Understanding of sales and negotiating concepts and techniques. Business Development - experienced nurturing relationships with consultants, contractors and end users.
Practical Experience: A minimum of 5 years Sales experience preferably in an aligned IT or data centre or industrial industry.
Education/Qualification: Formal industry recognised trade qualification in a related field or degree.
Personal Attributes: Well-presented, articulate, passionate in your work and possess a strong desire to succeed. Operate with confidence, have a proactive hunter mindset. Outstanding communication & listening skills, with the ability to work under pressure, whilst caring for customer’s interests. Agile, fast learner, able to multitask and find a work/life balance. A team player who is highly organised with strong attention to detail.
The successful candidate will embrace Vertiv’s Core Principles & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. Inclusion.
Business Development Manager – Thermal & Power in Sydney employer: Vertiv
At Vertiv, we pride ourselves on being an exceptional employer, offering meaningful and fulfilling work in the heart of Port Melbourne. Our inspiring leaders foster a caring work culture that prioritises employee growth and development, while our competitive salary package, including a fully maintained company vehicle, ensures you are well-supported in your role. Join us to be part of a team that values innovation and collaboration, driving the future of technology together.
