POSITION SUMMARY
The Director Channel Sales, CDW is responsible for leading Vertiv’s overall strategy, execution, and revenue growth with CDW at a national level. This role owns the relationship with CDW across all relevant business units and solution areas, ensuring strong alignment between Vertiv and CDW sales teams, marketing initiatives, and go to market strategies. The primary objective is to drive sustainable, profitable revenue growth for Vertiv’s full portfolio through CDW by expanding mindshare, increasing solution adoption, and accelerating pipeline and close rates.
The Director will act as the executive point of contact for CDW, while coordinating closely with Vertiv regional sales leaders, inside sales, marketing, product management, and services teams to deliver consistent execution and customer success.
RESPONSIBILITIES
- Provide strategic leadership and overall ownership of Vertiv’s national relationship with CDW.
- Manage and lead the Vertiv CDW sales team.
- Develop, present, and execute a comprehensive CDW joint business plan that drives revenue growth, profitability, and market share across Vertiv’s full portfolio.
- Recruit, enable, and activate CDW sellers and specialists through training, enablement programs, and joint selling motions.
- Serve as the primary executive interface between Vertiv and CDW, maintaining strong relationships at multiple levels of both organizations.
- Drive pipeline development and opportunity execution in coordination with Vertiv regional sales teams, inside sales, and CDW field sellers.
- Provide accurate forecasting, reporting, and feedback to senior management on performance, trends, wins/losses, and competitive dynamics.
- Collaborate with Vertiv marketing to develop and execute joint demand-generation, promotional, and campaign initiatives with CDW.
- Align with Vertiv product management and services teams to position differentiated solutions and drive cross-portfolio adoption.
- Ensure a high level of customer satisfaction by supporting escalations, resolving issues, and ensuring consistent customer experience.
- Represent Vertiv at CDW and industry events, partner meetings, and trade shows as required
MINIMUM QUALIFICATIONS
- Bachelor’s degree required in Business, Marketing, Engineering, or related field (or equivalent combination of education and experience).
- Proven experience leading sales teams.
- 10 plus years relevant sales experience.
- Proven experience leading strategic channel or national partner relationships with a large solution provider or reseller.
- Demonstrated ability to drive revenue growth through indirect sales and complex partner ecosystems.
- Strong executive communication skills (written, verbal, and presentation).
- Deep understanding of customer needs, partner sales models, and go-to-market strategies.
- Ability to learn and adapt in a fast-paced, evolving technology and infrastructure market.
- Willingness to travel extensively and operate effectively within a national and global matrix organization.
- Strong organizational and planning skills with the ability to manage multiple initiatives simultaneously.
- Detail oriented with experience managing pipeline, forecasts, and joint account planning.
- Excellent problem-solving skills, including the ability to resolve commercial, contractual, and product related issues.
- Solid understanding of Edge Solutions, UPS/Power Products, Racks, Thermal, critical space environments, and service offerings.
- High degree of independent judgement and ability to influence without direct authority.
PREFERRED QUALIFICATIONS
- Experience working with or selling into the data center, edge computing, or critical infrastructure markets.
PHYSICAL & ENVIRONMENTAL DEMANDS
- No special physical requirements.
TIME TRAVEL REQUIRED
- 50%
The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPALS: Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.
OUR STRATEGIC PRIORITIES
- Customer Focus
- Operational Excellence
- High-Performance Culture
- Innovation
- Financial Strength
OUR BEHAVIORS
- Own It
- Act With Urgency
- Foster a Customer-First Mindset
- Think Big and Execute
- Lead by Example
- Drive Continuous Improvement
- Learn and Seek Out Development
At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5 billion in sales, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.
Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertivco.com. If you are interested in applying or learning more about this role, please visit the company’s career page located on Vertiv.com/Careers
Pay Transparency
The overall anticipated total compensation package for this role in NJ is between $252k to $337k per year and in IL $ $229k to $306k, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the State of NJ is between $176k to $235k and IL is $160k to $214k per year; salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee’s role and individual offer details. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.
Work Authorization
No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.