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Vertiv · 1 day ago

Field Sales Engineer, Channel

Los Angeles, CA

Full-time

Hybrid

Mid, Senior Level

$92K/yr - $115K/yr

4+ years exp

Vertiv is a global leader in mission-critical infrastructure technologies for vital applications in data centers and communication networks. The Field Sales Engineer, Channel is responsible for assisting the sales team by qualifying sales opportunities, addressing technical questions, and delivering solution-based presentations to meet customer requirements.

Data CenterInformation TechnologyIT InfrastructureTelecommunications

No H1B

Responsibilities

Provide in person and remote training and support for territory partners on new and current channel products

Ability to recognize and discuss remote access opportunities with customers including KVM, console server and hybrid technologies

Provide best practices on whitespace product migrations, upgrades and new product roll-outs

Perform customer need specific consultations and product demonstrations

Provide pre-sales technical support on product queries from new and existing customers/partners

Support and facilitate product evaluations that meet customer business requirements

Prepare and deliver solution-based technical presentations and trainings to customers/partners

Develop and write White papers, business cases, technical documents where needed to drive business

Liaising between salesmen, offering management, technical support, consulting, to bring the appropriate technical resources to bear at the account

Participate in managing and developing customer and partner relationships for long-term growth, new business discovery and long-term success

Ability to install and configure software solutions for evaluation / Proof of Concept scenarios

Thorough knowledge of the IT channel and how it operates

Functional understanding of all Vertiv technologies, solutions, and capabilities

Able to continuously update technical knowledge and learning for new products and services

Tailor outgoing RFP proposals and formulate response to RFPs

Qualification

Technical sales supportData center experiencePowerCooling knowledgePresentation skillsKVM technologiesMonitoring protocolsAPI familiarityElectrical power configurationsAnalytical skillsProblem-solving skillsCustomer focusTeamwork

Required

Bachelor's degree from four-year College or University with emphasis in Engineering, or related technical field, or equivalent combination of education and experience

4-8 years of sales support experience in information technology industry, data center industry experience preferred

Data center electrical, network, and cooling background. Familiarity with power and cooling one lines, understanding of Ohms law and three phase power calculation

Thorough knowledge of the IT channel and how it operates

Functional understanding of all Vertiv technologies, solutions, and capabilities

Able to continuously update technical knowledge and learning for new products and services

Tailor outgoing RFP proposals and formulate response to RFPs

Preferred

Familiarity with AI and accelerated compute physical environments is preferred but not required

Detail-oriented; a high degree of accuracy regarding problem-solving and analytical skills is required

Understanding of both core and edge data center designs. Power, cooling, monitoring, fire protection, containment, etc

Understanding of KVM technologies both studio production and IP based KVM technologies

Understanding of management port use on servers, switches and other network equipment for configuration and firmware updates

Understanding of single and 3 phase power and associated load calculations for IT compute space

Knowledge of standard electrical power configurations in US and rest of world

Understanding of rack UPS technology

Understanding of monitoring protocols such as SNMP, Modbus, BACnet

Understanding of data center cooling and containment design

Familiarity with application programming interface (API)

Must be resourceful, self-motivated, customer focused, and able to work on a team

Must possess good presentation skills

Able to qualify a sales opportunity

Able to talk with different audiences, appropriately adjust technical content to meet different audience knowledge and interest, and can communicate with varying technical audience levels

Able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions

Proactively engages in the sales cycles