Sales Specialist, Global Strategic Accounts

Sales Specialist, Global Strategic Accounts

POSITION SUMMARY

The Sales Specialist, Global Strategic Accounts is a trusted commercial partner to Global Strategic Account (GSA) Directors, providing sales support, deal governance, and cross-functional coordination in support of Vertiv’s most complex and strategically important customer relationships. This role operates with autonomy and accountability, enabling GSA Directors to focus on long-term account strategy, executive engagement, and growth initiatives. 

As a key support function for the Global Strategic Account Directors, this position requires strong collaboration across all Vertiv business functions. Key areas of focus include responsibility for CPQ quotations, order entry, order tracking, customer reporting requirements, product applications assistance, and pipeline maintenance. The role requires solid business judgment, product and application understanding, and the ability to influence across a highly matrixed global organization while maintaining direct, professional engagement with customers.

RESPONSIBILITIES

Cross-Functional Leadership & Collaboration

• Serve as a liaison between the GSA organization and internal stakeholders including Product Strategy, Technical Business Development, Sales Operations, Order Management, and Project Execution teams.
• Drive alignment and timely resolution of commercial issues impacting customer commitments.
• Influence stakeholders without direct authority to meet customer requirements and business objectives.

Customer Engagement & Executive Support

• Engage directly with customers as a knowledgeable commercial sales counterpart, representing Vertiv with professionalism and credibility.
• Participate in customer meetings and calls to support deal execution, reporting, and future business opportunities.
• Prepare and deliver customer-specific reporting, performance metrics, and commercial documentation through manual processes or customer e-commerce portals.

Quotations, Pricing & Opportunity Management

• Lead the development, maintenance, and revision of CPQ quotations and proposals, ensuring accuracy, compliance, and responsiveness.
• Create and manage sales opportunities in CRM, maintaining pipeline integrity and supporting forecast accuracy.
• Proactively manage Deviation of Policy (DOP) requests, partnering with leadership to build compelling business cases and drive timely approvals.
• Participate in pipeline and forecast reviews, providing insight into deal health, timing, and risk.

Order Management Oversight

• Oversee end-to-end order entry for assigned accounts, ensuring completeness, accuracy, and adherence to commercial and technical requirements.
• Coordinate seamless handoff to Order Management and Project Execution teams, mitigating execution risk.
• Lead customer change order coordination, assessing commercial impact and driving internal alignment.

Technical & Commercial Expertise

• Maintain broad and deep knowledge of Vertiv’s products, solutions, and applications to support complex configurations and customer requirements.
• Leverage CPQ tools effectively while identifying application-related questions and gaps that require further technical validation.
• Serve as a commercial escalation point for order-related billing, collections, and tax exemption matters, coordinating with Finance and Tax teams as required.

QUALIFICATIONS

• 3-5 years of experience in sales operations, sales support, commercial execution, or a related customer-facing role.
• Demonstrated ability to operate independently in a fast-paced, matrixed environment while supporting senior sales leaders and strategic customers.
• Strong technical and commercial acumen with the ability to understand product applications and translate customer requirements into executable solutions.
• Bachelor’s degree in Business, Engineering, Operations, or a related field preferred.
• Advanced proficiency in Microsoft Word, PowerPoint, and Excel; experience with CRM, CPQ, and ERP systems (e.g., Oracle Sales Cloud and Order Management) strongly preferred.
• Exceptional written and verbal communication skills, with the ability to build credibility and influence across diverse stakeholder groups.

TRAVEL REQUIRED

• Infrequent (<5%)