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Role Description

The Director, Federal Sales is a high-impact leadership role responsible for driving revenue growth across the U.S. Federal Government sector. This role leads a high-performing team of account managers to capture both programmatic and tactical opportunities in the datacenter critical infrastructure market, including power, thermal, and modular solutions. A critical component of this role is managing and supporting a Community of Practice of approximately 70 third-party partners ensuring they are equipped to represent Vertiv’s mission-critical portfolio to federal end-users.

Responsibilities

• Lead, mentor, and coach a growing team of Federal Account Managers to exceed annual revenue and pipeline generation targets.
• Implement and sustain disciplined sales processes, including weekly forecasting, pipeline reviews, and Customer Relationship Management (CRM) hygiene.
• Foster a high-performance culture of accountability and collaboration across a matrixed CONUS and OCONUS go to market models.
• Integrate with and support a Federal Community of Practice for ~70 third-party partners, including Factory Direct Offices (FDOs) and Local Vertiv Offices (LVOs).
• Drive partner enablement through lead delivery, technical training, joint account planning, and the delivery of vertical-specific messaging.
• Establish mutual accountability and performance metrics for the partner network to ensure consistent service delivery and revenue growth.
• Remove barriers to sales through robust process development.
• Serve as the primary executive interface for in-territory DoW, Intel and Civilian personnel, interface with FSIs, OEMs and strategic channel partners.
• Act as Vertiv’s trusted advisor to senior government stakeholders and CIOs, aligning Vertiv’s power and thermal innovations with their mission-critical needs.
• Identify and develop multi-year, programmatic opportunities within Federal Civilian, DoD, and Intelligence agencies.
• Execute "land-and-expand" campaigns focused on AI-ready infrastructure, liquid cooling, and high-performance computing (HPC) environments.
• Analyze federal contract vehicles (e.g., SEWP, GSA) and agency-specific roadmaps to align Vertiv solutions with government infrastructure goals.
• Exceed organizational sales goals through superior planning, collaboration and execution.

Qualifications

• Bachelor’s degree in business, engineering, or a related field (or equivalent combination of education and experience).
• 10+ years of relevant sales experience in the Federal market, with at least 5 years in a leadership or director-level role.
• Deep understanding of datacenter critical infrastructure, including UPS, Thermal Management, and Power Distribution.
• Proven track record of managing complex partner ecosystems or indirect sales channels.
• Expert knowledge of federal procurement processes, TAA/BAA compliance, and the competitive landscape for government IT.
• Strong communication, persuasion, and negotiation skills.
• Ability to learn and adapt to a rapidly changing market.

Preferred Qualifications

• Master’s/MBA preferred.
• Security clearance.

Physical & Environmental Demands

• No special physical requirements.

Time Travel Required

• 50-75%

Benefits

• Comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k.
• Opportunity for merit increases, annual bonus, and stock based on individual performance.
• Potential for profit sharing, allowances, travel and/or car expenses, and sales incentives based on revenue or utilization.

Company Description

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.