General Sales Sr. Manager - Hyperscale Business

KEY RESPONSIBILITIES

Strategic Account Management & Business Development

* Own and develop strategic relationships with hyperscale data center customers

and key stakeholders across India.

* Develop and execute account strategies aligned with customer growth plans,

data center expansion programs and Vertiv’s strategic priorities.

* Build relationships across customer engineering, procurement, construction,

operations, data center infrastructure and senior leadership teams.

* Identify whitespace opportunities across existing accounts and develop new

customer opportunities.

* Develop long-term account plans covering revenue growth, wallet share,

customer engagement and strategic opportunity pipeline.

* Maintain a strong understanding of customer investment plans, data center

capacity expansion, technology roadmaps and infrastructure requirements.

Sales & Revenue Growth

* Drive bookings, revenue, pipeline and market-share growth across the assigned

hyperscale business.

* Lead the development and conversion of large and complex opportunities across

Vertiv’s power, thermal and infrastructure solution portfolio.

* Develop and maintain a healthy sales funnel with clear opportunity

qualification, value proposition, probability and closure strategy.

* Own sales forecasting and provide accurate and timely updates on pipeline,

orders and revenue outlook.

* Identify and address commercial, technical and competitive barriers to

opportunity conversion.

* Achieve assigned sales targets and strategic business objectives.

Large Opportunity & Pursuit Leadership

* Lead strategic pursuits involving complex, high-value data center

infrastructure programs.

* Coordinate cross-functional pursuit teams across Sales, Solutions

Architecture, Engineering, Product Management, Commercial, Operations and

Project Management.

* Develop pursuit strategies, customer engagement plans and win themes for

major opportunities.

* Ensure strong executive sponsorship and alignment for strategic customer

pursuits.

* Lead commercial negotiations and coordinate internal approvals for major

opportunities.

* Drive opportunities from early customer engagement and solution definition

through proposal, negotiation, order closure and handover.

Customer & Executive Engagement

* Develop trusted-advisor relationships with senior customer stakeholders.

* Engage with customer CXO, procurement, engineering, data center and project

leadership teams.

* Lead executive-level customer meetings, business reviews, solution

discussions and strategic negotiations.

* Understand customer business priorities and translate them into

differentiated Vertiv value propositions.

* Represent Vertiv at customer forums, industry events, conferences and

strategic engagements.

* Act as the voice of the customer internally and ensure customer priorities

are understood across the organization.

Solution Selling & Portfolio Positioning

* Position Vertiv’s integrated data center infrastructure portfolio to address

customer requirements.

* Work with Solutions Architects and technical teams to develop

customer-specific solutions across power, thermal and infrastructure systems.

* Identify opportunities for integrated and higher-value solutions rather than

transactional product selling.

* Support development of solutions for high-density, AI and next-generation

data center environments.

* Leverage Infrastructure Solutions, modularization, prefabrication and other

differentiated approaches where relevant to customer requirements.

* Translate technical differentiation into clear customer business value,

including speed to deployment, efficiency, scalability, reliability and total

cost of ownership.

Commercial & Cross-Functional Leadership

* Partner with Commercial and Finance teams on pricing strategy, margin

management and deal structuring.

* Ensure commercial discipline throughout the opportunity lifecycle.

* Coordinate with Operations, Supply Chain, Engineering and Project Management

to assess delivery requirements and execution risks.

* Support resolution of customer escalations and commercial issues.

* Ensure effective handover of won opportunities to project execution teams.

* Maintain strong governance around strategic opportunities and customer

commitments.

Market Intelligence & Strategic Planning

* Develop strong knowledge of the Indian hyperscale data center market,

competitive landscape and customer investment trends.

* Track customer capacity expansion, new data center campuses, technology

shifts and emerging infrastructure requirements.

* Provide market intelligence and customer insights to Sales leadership and

internal product and solution teams.

* Identify emerging opportunities associated with AI infrastructure,

high-density computing, liquid cooling and next-generation power and thermal

requirements.

* Support strategic planning and business development initiatives for the

hyperscale segment.

QUALIFICATIONS & EXPERIENCE

* Bachelor’s degree in Engineering, Business, Management or a related

discipline; MBA is an advantage.

* Typically 10–15+ years of progressive experience in B2B sales, preferably

within data centers, critical infrastructure, electrical/mechanical

infrastructure, technology or industrial solutions.

* Proven experience managing large enterprise, hyperscale, cloud, colocation or

strategic accounts.

* Demonstrated track record of managing complex, high-value sales opportunities

and delivering business growth.

* Strong understanding of the data center ecosystem and infrastructure value

chain.

* Experience selling technical solutions involving multiple stakeholders and

long sales cycles.

* Strong commercial, negotiation and contract-management skills.

* Excellent executive communication, presentation and relationship-management

capabilities.

* Strong analytical, strategic planning and opportunity-management skills.

PREFERRED EXPERIENCE

* Experience with hyperscalers, cloud service providers or large colocation

operators.

* Experience in data center power, thermal, infrastructure solutions, MEP, EPC

or mission-critical infrastructure.

* Experience with large data center campus programs and multi-year customer

expansion plans.

* Experience selling integrated or engineered solutions rather than individual

products.

* Strong network across the Indian data center ecosystem.

* Experience working with AI/HPC infrastructure and high-density data center

requirements.

KEY COMPETENCIES

* Strategic account management.

* Consultative and solution selling.

* Executive stakeholder management.

* Large opportunity / pursuit leadership.

* Commercial and negotiation capability.

* Pipeline and forecast management.

* Cross-functional leadership.

* Customer-centricity.

* Market and competitive intelligence.

* Strategic thinking and business development.

* Ownership and execution orientation.

SUCCESS PROFILE

The successful candidate will be a strategic sales leader capable of developing

deep relationships with hyperscale customers, identifying large-scale growth

opportunities and mobilizing cross-functional teams to convert complex

infrastructure pursuits into sustainable bookings and revenue.

The individual should combine strong customer relationships with the ability to

understand technical infrastructure requirements, build compelling business

cases, manage complex commercial discussions and execute disciplined opportunity

management.