Job Description

Services Sales enablement leader owns how the services organization sells, renews and grows its business. It gives sellers, field technicians and channel partners the tools, processes and incentives to convert equipment sales into long-term service relationships. This leader builds the enablement engine and also owns the growth programs that raise service attach, installed base (IB) capture, renewals and revenue per customer.

In addition, this position will support the development and deployment of standardized service sales processes, governance routines, KPI frameworks, reporting cadences, and continuous improvement initiatives. Key areas of focus include service sales operating model execution, pipeline and forecast governance, contract attach performance, renewal discipline, quote readiness, commercial process adoption, and cross-functional alignment.

This role requires strong collaboration across regions and functions, the ability to influence without formal authority, and a practical execution mindset. The ideal candidate will be comfortable translating strategic priorities into operating routines, performance measures, and field-ready enablement materials that support consistent execution across diverse global markets.

Key Responsibilities

Sales enablement strategy

• Set the enablement roadmap for services sellers, service managers, inside sales and partners, tied to revenue and margin targets.
• Own the strategy to capture new installed base before warranty expiry, including visibility, targeting and outreach.
• Drive attach rates for services at the point of sale and at commissioning.
• Lead renewal performance: standard renewal processes, level-loaded renewal calendars, early-warning indicators for at-risk contracts, and multi-year and auto-renewal structures.
• Build upsell and cross-sell programs based on asset age, usage, risk and lifecycle stages

Process & Tools

• Standardize quoting, pricing and approval workflows, and champion automation and AI where it reduces manual work and cycle time.
• Partner with pricing and legal on standard contract terms, templates and escalation clauses.
• Ensure CRM stages, fields and dashboards reflect how services are actually sold and renewed.

Process & Tools

• Recommend incentive structures for internal sellers and partners that reward on-time renewals, multi-year contracts and attach.
• Build partner enablement, including certification, co-selling playbooks and clear guidance on when to lead with which offer.
• Define and track the KPI framework: attach rate, IB coverage, renewal rate, multi-year mix, pipeline coverage, win rate, quote cycle time, revenue per asset.
• Run regular business reviews with regional leaders and turn findings into specific actions.
• Establish a regional baseline and share best practices across regions.

How success is measured

• Higher service attach and IB capture rates
• Improved renewal rate and multi-year contract mix
• Shorter quote-to-close cycle time
• Seller and partner ramp time, and adoption of playbooks and tools
• Field-generated pipeline and its conversion

Required Qualifications

• Bachelor’s degree in business, engineering, operations, technology, or a related field required; MBA or advanced degree preferred.
• 7+ years of experience in service operations, sales operations, business transformation, consulting, or a related business function.
• Experience working in a medium-to-large industrial, technology, or services organization with matrixed global or regional operating structures.
• Strong understanding of service sales processes, including pipeline management, forecasting, renewals, contract attach, proposal development, account coverage, and commercial governance.
• Demonstrated ability to lead cross-functional initiatives, align stakeholders, and drive execution through influence rather than direct authority.
• Strong analytical skills with the ability to translate data, process insights, and business performance trends into actionable recommendations.
• Experience across multiple regions or a channel/partner model.
• Ability to travel domestically and internationally as business needs require; travel may be up to 25%.

Preferred Experience

• Experience building or deploying sales governance models, operating cadences, KPI frameworks, manager routines, regional performance reviews, or QBR support materials.
• Familiarity with Lean, Six Sigma, Vertiv Operating System (VOS), or other continuous improvement methodologies.
• Experience developing enablement materials, playbooks, process maps, dashboards, executive updates, training content, or adoption support materials.
• Ability to translate strategic priorities into practical operating routines, role expectations, and performance measures that regional teams can execute consistently.

Core competencies

Commercial judgment, systems thinking, influence without authority, change management, data-driven decision making, and credibility with field and sales teams alike.

OUR CORE PRINCIPALS: Safety.  Integrity.  Respect.  Teamwork.  Inclusion.

OUR STRATEGIC PRIORITIES

•  High-Performance Culture• Customer Focus

•  Operational Excellence

•  Innovation

•  Financial Strength

VERTIV 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
• Promote transparent & open communication 

About Vertiv

Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to enable its customers’ vital applications to run continuously, perform optimally and grow with their business needs.  Vertiv solves the most important challenges facing today’s data centers, communication networks and commercial and industrial facilities with a portfolio of power, cooling and IT infrastructure solutions and services that extend from the cloud to the edge of the network. Headquartered in Westerville, Ohio, USA, Vertiv employs around 34,000 people and does business in more than 130 countries. Visit Vertiv.com to learn more.   

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.

Equal Opportunity Employer

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 [email protected].

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