Position Summary/Objectives of Incumbent:
As the Head of Sales, NZ, this role is responsible for driving Vertiv’s growth across New Zealand and the Pacific Islands. The position leads the delivery of product, service, and channel sales targets, while managing a team that includes the NZ product sales team, Service BDM, and dotted-line oversight of the Channel Distribution BDM and Service Operations team.
The role requires coordination across vertical, channel, and service strategies, and close collaboration with regional and ANZ functional teams including presales, operations, supply chain, finance, legal, marketing, and HR. In addition to team leadership, the role includes direct customer engagement, identifying and developing new business opportunities and managing relationships.
As Head of Sales NZ, building strategic relationships with consultants, contractors, FM providers, builders, and partners is key.
Major Responsibilities:
- Drive Sales Performance: Deliver product, service, and channel sales targets across New Zealand and the Pacific Islands.
- Sales Team Leadership: Lead and support the NZ product sales team and the Service BDM, with dotted-line oversight of Channel Distribution BDM and Service Operations staff.
- Strategic Planning & Execution: Own and drive the execution of Vertiv’s overall regional strategy to meet growth objectives and expand market presence.
- Customer & Partner Engagement: Build and maintain strong relationships with key stakeholders including consultants, contractors, FM providers, builders, and channel partners.
- Key Account Management: Manage and grow relationships with major end-user accounts, ensuring customer satisfaction and long-term value.
- Hands-On Sales Involvement: Actively engage in customer meetings, quoting, and closing deals alongside the team.
- Cross-Functional Collaboration: Work closely with regional and ANZ teams including presales, operations, supply chain, finance, legal, marketing, and HR to ensure seamless execution.
- Market Insight & Positioning: Stay ahead of industry trends, competitor landscapes, and market requirements, gathering and analysing Voice of Customer (VoC) to ensure Vertiv’s solutions are properly positioned for success in the marketplace. Deep knowledge of the market landscape, including competitors and customer requirements.
- Market Development: Identify and pursue new business opportunities, while refining go-to-market strategies for segments such as Colo and Enterprise.
- Continuous Improvement: Monitor market trends and competitor activity to adapt strategies and maintain a competitive edge. Actively identify areas for process improvements, engagement strategies, and opportunities to better meet customer expectations.
- Proposal & Market Strategy: Lead the creation of competitive proposals, defining the best approach to position our products in the market while working closely with Vertical Leaders and Sales Teams.
- Sales Funnel & Forecasting: Drive the sales funnel by collaborating with customers and also sales teams, developing opportunities, and ensuring accurate forecasting that aligns with sales goals. Ability to forecast and manage sales pipelines effectively.
- Continuous Improvement: Actively identify areas for process improvements, engagement strategies, and opportunities to better meet customer expectations.
2 Direct Reports and 1 Dotted Line Report
Main contacts within Company
- Vertical leaders across ANZ and the Region
- Service Operations team
- Presales Architects
- Product Managers
- Large Bid teams
- Application Engineers
- Leadership Team in ANZ and Region
- ANZ Marketing Team
- Legal
- Finance
- Supply Chain & Sales operations
- ANZ HR
Main contacts outside the Company
- End customers,
- Consultants, Contractors,
- Industry leaders,
- Channel Partners,
- IT Distribution partners
Education/Qualification:
- Bachelor’s degree in electrical or thermal engineering, preferably with experience of working in data centre/critical infrastructure field
- Minimum 5 years experience in selling complex solutions
- Minimum 5 years experience in managing and leading sales teams
Specialist Knowledge:
- Knowledge of Data Centre applications in power and / or thermal system design and architecture
- Presentation skills for customer and consultant presentations
- Excellent interpersonal skills with peers to work in matrix organisation
- Strong technical and commercial acumen, with the ability to understand customer needs and design tailored solutions.
Personal Characteristics:
- Strong collaboration and communications skills with both internal teams (sales, engineering) and external stakeholders (customers, consultants and outside industry influencers).
- Strong time management skills
- Strong written, oral communication and presentation skills, with experience working with people.
- Self-motivated and strong sales skills to be able to develop complex opportunities with long sales cycle into a successful outcome.
- Action and results orientated with a passion for success.
- Learning agility and the ability to stay abreast of trends and strategic landscape.
- Passion for creating positive customer centric culture across the organisation.
