Vice President Technical Business Development, Hyperscale

Vice President, Technical Business Development - Hyperscale Accounts

Position Summary : The Vice President, Technical Business Development - Hyperscale Accounts leads Vertiv's technical pursuit with global strategic Hyperscale customers. 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. 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 Hyperscale GSA leads, 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. Hyperscale customers expect speed and technical competence to complement their internal data center engineering teams and executive level advocacy with Vertiv. The size of their projects moves the needle and their projects often demand customization at scale. Early engagement with the Product Line leads and Engineering to fast track new to industry and new to Vertiv solutions may require NPDI funnel tuning at a revolutionary (vs evolutionary) pace.

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 Hyperscale 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 :