Technical Account Director, Switchgear at Vertiv Holdings

Job description

POSITION SUMMARY The Technical Account Director for Switchgear leads the technical sales and account management functions for key Global Strategic Accounts (GSA) with a focus on Low-Voltage and Medium-Voltage Switchgear solutions for Hyperscale customers. There is a high expectation for sales growth in these global accounts. This position serves as the primary point of contact for assigned global hyperscale account, with primary accountability for customer growth strategy, KPIs, and commercial outcome. This role is responsible for driving growth across strategic global accounts through new product opportunities, increased customer engagement, and expanded share of wallet. The Account Director serves as a trusted advisor to customers, engaging stakeholders at all levels to strengthen relationships, establish technical credibility, influence key decision-makers, and position Vertiv Switchgear solutions as the basis of design. The Account Director defines, leads, and coordinates Vertiv’s global strategy and execution for assigned accounts, working closely with lines of business, regional sales and service organizations, engineering, product development, and executive leadership. Success in this role requires exceptional cross-functional collaboration and the ability to build strong relationships with senior customer executives and technical decision-makers. RESPONSIBILITIES Technical Product & Solutions Expertise • Collaborate directly with strategic hyperscale customers to develop overall Low-Voltage and Medium-Voltage Switchgear architectures and position Vertiv’s portfolio as the basis of design. • Establish technical credibility with customer engineering, procurement, operations, and executive stakeholders by demonstrating Vertiv’s capabilities and differentiated value. • Strong technical sales experience, ideally in Electrical Engineering or Critical Power industries; UPS, generator, or cooling industry experience is considered. • Understand customer technical requirements and priorities, align solutions with Vertiv product roadmaps, and identify innovative approaches to address evolving customer needs. • Influence customer specifications and design standards to increase Vertiv’s inclusion and penetration across strategic accounts. • Build and maintain trusted relationships with key customer stakeholders, senior executives, and technical decision-makers, to strengthen customer engagement and long-term strategic partnerships. Strategic Account & Cross-Functional Leadership • Partner with senior leadership, sales, product development, and engineering teams to develop, mature, and communicate technical thought leadership, reference architectures, and reference designs. • Define and lead Vertiv’s global strategy and execution for assigned hyperscale accounts, aligning sales, service, product, engineering, and regional organizations around common objectives. • Partner closely with Vertiv Account Directors and account leadership to align sales strategies, priorities, pipeline development, forecasting, and execution. • Drive executive-level communications and presentations using data, market insights, and business analytics to deliver clear, compelling recommendations and influence decision-making. • Develop and mentor adjacent Vertiv talent, reinforcing Vertiv’s values, leadership behaviors, and commitment to customer excellence. Business & Commercial Execution • Develop and execute short- and long-term business strategies that support corporate growth objectives and maximize revenue and share-of-wallet opportunities within assigned accounts. • Lead strategic account planning and analysis to identify customer needs, market opportunities, competitive dynamics, and the solutions and sales strategies required to win. • Identify and develop new product and account opportunities while expanding Vertiv’s coverage and penetration within the hyperscale market. • Coordinate cross-functional teams to ensure effective execution of customer commitments, contractual requirements, service expectations, and delivery objectives. • Partner with product management, research and development, engineering, sales, and service organizations to support global portfolio strategies and respond to evolving customer requirements. QUALIFICATIONS • 10+ years of experience in sales leadership, strategic account management, or a related role supporting high-profile or global strategic accounts. • Proven track record of successfully closing complex, high-value transactions involving multiple stakeholders and decision-makers. • Demonstrated ability to influence business, technical, commercial, legal, and executive stakeholders to achieve desired outcomes. • Strong understanding of technical sales, solution development, and complex customer decision-making processes. • Exceptional organizational, analytical, communication, and interpersonal skills. • Strong project management and cross-functional leadership capabilities. • Demonstrated ability to work independently, take initiative, and drive complex projects and opportunities through completion with minimal supervision. • Ability to effectively operate in high-pressure, fast-paced environments while maintaining strong judgment, professionalism, and leadership presence. • Proven ability to motivate, influence, and align teams toward common business objectives. • Highly collaborative, results-oriented leader with a strong customer focus EDUCATION AND CERTIFICATIONS • BA or BS in Engineering, Business, or similar field is required, MBA is preferred PHYSICAL REQUIREMENTS • No Special Physical Requirements TRAVEL TIME REQUIRED • Travel 50% - Extensive domestic and some international travel will be required as needed. PAY TRANSPARENCY The overall anticipated total compensation package for this role in CA, NYC, NJ, DC, & HI is between $253k to $337k per year and in CT, MD, & MA $241k to $321k, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the CA, NYC, NJ, DC, & HI locality is between $177k to $235k per year and in CT, MD, & MD $144k to $193k ; salary ranges for other geographic localities may vary. 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. The overall anticipated total compensation package for this role in WA is between $253k to $337k per year, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the WA locality is between $177k to $235k per year; salary ranges for other geographic localities may vary. 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 receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee’s role and individual offer details. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, FLEX PTO, holiday pay (9 days), and 401k. Additional details about total compensation and benefits will be provided during the hiring process. The overall anticipated total compensation package for this role in CO is between $241k to $321k per year, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the CO locality is between $144k to $193k per year; salary ranges for other geographic localities may vary. 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. The estimated deadline to submit your application for this role is November 1, 2026, the company may need to extend the deadline based off the needs of the business and open role. If an extension is needed, the date will be updated accordingly. The Technical Account Director for Switchgear leads the technical sales and account management functions for key Global Strategic Accounts (GSA) with a focus on Low-Voltage and Medium-Voltage Switchgear solutions for Hyperscale customers. There is a high expectation for sales growth in these global accounts. This position serves as the primary point of contact for assigned global hyperscale account, with primary accountability for customer growth strategy, KPIs, and commercial outcome. This role is responsible for driving growth across strategic global accounts through new product opportunities, increased customer engagement, and expanded share of wallet. The Account Director serves as a trusted advisor to customers, engaging stakeholders at all levels to strengthen relationships, establish technical credibility, influence key decision-makers, and position Vertiv Switchgear solutions as the basis of design.

Requirements

Must-haves

Technical Product & Solutions Expertise
Collaborate directly with strategic hyperscale customers to develop overall Low-Voltage and Medium-Voltage Switchgear architectures and position Vertiv’s portfolio as the basis of design.
Establish technical credibility with customer engineering, procurement, operations, and executive stakeholders by demonstrating Vertiv’s capabilities and differentiated value.
Strong technical sales experience, ideally in Electrical Engineering or Critical Power industries; UPS, generator, or cooling industry experience is considered.
Understand customer technical requirements and priorities, align solutions with Vertiv product roadmaps, and identify innovative approaches to address evolving customer needs.
Influence customer specifications and design standards to increase Vertiv’s inclusion and penetration across strategic accounts.
Build and maintain trusted relationships with key customer stakeholders, senior executives, and technical decision-makers, to strengthen customer engagement and long-term strategic partnerships.
Strategic Account & Cross-Functional Leadership
Partner with senior leadership, sales, product development, and engineering teams to develop, mature, and communicate technical thought leadership, reference architectures, and reference designs.
Define and lead Vertiv’s global strategy and execution for assigned hyperscale accounts, aligning sales, service, product, engineering, and regional organizations around common objectives.
Partner closely with Vertiv Account Directors and account leadership to align sales strategies, priorities, pipeline development, forecasting, and execution.
Drive executive-level communications and presentations using data, market insights, and business analytics to deliver clear, compelling recommendations and influence decision-making.
Develop and mentor adjacent Vertiv talent, reinforcing Vertiv’s values, leadership behaviors, and commitment to customer excellence.
Business & Commercial Execution
Develop and execute short- and long-term business strategies that support corporate growth objectives and maximize revenue and share-of-wallet opportunities within assigned accounts.
Lead strategic account planning and analysis to identify customer needs, market opportunities, competitive dynamics, and the solutions and sales strategies required to win.
Identify and develop new product and account opportunities while expanding Vertiv’s coverage and penetration within the hyperscale market.
Coordinate cross-functional teams to ensure effective execution of customer commitments, contractual requirements, service expectations, and delivery objectives.
Partner with product management, research and development, engineering, sales, and service organizations to support global portfolio strategies and respond to evolving customer requirements.
10+ years of experience in sales leadership, strategic account management, or a related role supporting high-profile or global strategic accounts.
Proven track record of successfully closing complex, high-value transactions involving multiple stakeholders and decision-makers.
Demonstrated ability to influence business, technical, commercial, legal, and executive stakeholders to achieve desired outcomes.
Strong understanding of technical sales, solution development, and complex customer decision-making processes.

Nice-to-haves

BA or BS in Engineering, Business, or similar field is required, MBA is preferred

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: oracle-cloud
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Pto