Director, Federal Sales

POSITION SUMMARY

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. In addition to direct selling, program development, and partner engagement, 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.

MINIMUM 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%

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.

OUR CORE PRINCIPLES: 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

The overall anticipated total compensation package for this role in the State of D.C is between $252,842 to $337,138 per year, 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 D.C. is between $176,989 to $235,997 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.

Originally posted on Himalayas