General Sales Sr. Manager - Hyperscale Business

General Sales Sr. Manager - Hyperscale Business

Thane, India

Job Description

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.