Business Development Manager – Thermal & Power, NSW

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 expand 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