Business Development Manager – Thermal & Power, NSW
Skills
About the role
Position Summary/Objectives of Incumbent:
Drive revenue growth across Vertiv's product and solutions portfolio within the NSW region by influencing decision-makers at every stage of the customer journey. This role goes beyond traditional selling it requires the ability to shape project specifications, guide purchasing decisions, and position Vertiv as the preferred partner long before opportunities go to tender. Build trusted advisory relationships with end-users, consultants, contractors, and service partners to create demand, shift perceptions, and establish Vertiv's authority in the market. Consistently deliver against sales targets by combining commercial acumen with the ability to influence outcomes across complex, multi-stakeholder environments.
Key responsibilities:
New Business Development
Proactively identify, pursue, and secure new business opportunities across Vertiv's product and solutions portfolio
Target both new and existing customers to Vertiv's presence across the NSW region, but greater focus on new customers.
Drive early engagement in customer projects to influence specifications and purchasing decisions
Revenue & Sales Performance
Own and deliver against annual revenue targets, contributing directly to market share growth
Build and manage a high-quality sales pipeline with consistent, accurate forecasting
Maintain up-to-date opportunity records and pipeline data within the CRM platform
Solution Selling
Partner with solution architects and pre-sales engineers to develop tailored, customer-centric offerings
Lead the sales cycle from opportunity qualification through to deal closure
Position Vertiv's full portfolio to clearly differentiate against competitors
Customer & Stakeholder Engagement
Build trusted, long-term relationships with end-users, consultants, contractors, and service partners
Host and attend presentations, lunch-and-learns, and workshops with consultant and contractor communities
Act as a trusted advisor by understanding customer challenges and aligning solutions to their needs
Market Intelligence
Monitor market trends, industry shifts, and competitor activity across the NSW region
Use customer insights and market intelligence to refine sales strategies and improve competitive positioning
Share relevant market feedback with internal teams to inform product and go-to-market decisions
Strategy Execution & Reporting
Execute sales initiatives in alignment with broader business objectives
Provide monthly updates on progress, pipeline health, risks, and recommended adjustments
Continuously improve sales processes and engagement approaches to maximise conversion rates and customer satisfaction
Continuous Improvement
Leverage Vertiv's Operating System (continuous improvement framework) to identify and implement process enhancements
Seek opportunities to improve the customer experience at every stage of the sales journey
Work Health & Safety, Environment & Quality
Comply with all WHS, environmental, and quality obligations, including when visiting customer sites
Actively promote a safe working environment and report hazards, incidents, or near-misses promptly
Participate in required safety training and initiatives
Main contacts within Company
Vertical leaders and sales teams
Senior Director – Sales, ANZ
National Account Manager for Consultant and Contractor
Application Engineers
Product management team
Large bid teams
Solutions specialists
Application Engineers
Project Managers
Sales Operations
ANZ Leadership Team
Service BDMs
Service Supervisors
Main contacts outside the Company
End customers,
Consultants,
Contractors,
Industry leaders
Specialist Knowledge:
Technical qualifications preferably in thermal engineering.
Critical Infrastructure Market knowledge.
Understanding of sales and negotiating concepts and techniques.
Business Development - experienced nurturing relationships with consultants, contractors and end users
Practical Experience:
A minimum of 5 years Sales experience preferably in an aligned IT or data centre or industrial industry
Education/Qualification:
Formal industry recognised trade qualification in a related field or degree
Personal Attributes:
Well-presented, articulate, passionate in your work and possess a strong desire to succeed.
Operate with confidence, & have a proactive hunter mindset
Outstanding communication & listening skills, with the ability to work under pressure, whilst caring for customer’s interests.
Agile, fast learner, able to multitask and find a work/life balance
A team player who is highly organised with strong attention to detail
Questions about this role
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