Senior Manager Strategic Account, Asia
Vertiv · Singapore
POSITION SUMMARY: The Senior Manager, Strategic Account, Asia, is a recognised subject matter expert and senior individual contributor responsible for managing and growing key strategic accounts while ensuring superior customer engagement and operational excellence. Leveraging broad and deep knowledge of the industry, this role develops innovative account management practices and contributes to the development of department and regional sales strategy. The position leads highly complex, cross-functional initiatives of large scope that have significant and long-term impact on Vertiv's growth across multiple markets or country clusters in Asia.
This individual independently defines account strategies, establishes budgets, identifies risks, and develops mitigation plans while consulting with senior management to align on objectives and long-term implications. The role also serves as a mentor to less experienced colleagues, fostering capability development across the strategic accounts function.
Ideal candidates are driven, organised, and collaborative professionals who exhibit strong customer ownership and possess a passion for delivering impactful, precedent-setting solutions.
RESPONSIBILITIES
- Own and execute strategic account plans to drive market share, revenue growth, and profitability in line with company objectives, providing solutions that set precedent for the broader organisation.
- Leverage broad and deep knowledge of customers, markets, and industry trends to develop innovative business practices, policies, and account management approaches.
- Contribute to the development of department and regional sales strategy, translating insights into forward-looking strategic direction.
- Independently define account projects, establish budgets, identify risks, and develop mitigation plans, consulting with management to determine objectives and long-term implications.
- Develop a deep understanding of key customers' business imperatives, challenges, investment priorities, and long-term objectives to inform strategic decision-making.
- Manage and grow key accounts across the region, building and sustaining strong relationships with senior decision-makers and influencers.
- Lead cross-functional collaboration with internal teams (Marketing, Product, Operations, Service, etc.) to deliver seamless customer experiences and tailored solutions with significant, long-term impact.
- Identify and pursue new business opportunities within assigned accounts, including complex cross-sell and upsell initiatives.
- Conduct regular performance and business reviews, providing data-driven insights, strategic recommendations, and forward-looking guidance.
- Lead commercial discussions, negotiate complex or risky technical and business issues on behalf of the company, and secure mutually beneficial agreements aligned with company policies.
- Monitor market dynamics, competitive activities, and emerging technologies to inform account strategies and growth recommendations.
- Manage customer escalations and issues through proactive communication and cross-functional coordination.
- Ensure accurate reporting, forecasting, and pipeline management across all assigned accounts.
- Execute medium- to long-term strategies to strengthen brand awareness, customer mindshare, and visibility of Vertiv's capabilities and technology leadership.
- Act as a mentor to less experienced colleagues, supporting their professional growth and fostering best practices across the strategic accounts function.
QUALIFICATIONS:
- Bachelor's degree in Business Administration, Marketing, Engineering, or a related field; MBA preferred.
- Minimum of 10 years of progressive experience in strategic account management, business development, or B2B sales within technology, industrial, or related sectors, with demonstrated subject matter expertise.
- Proven track record of independently leading highly complex, large-scope account engagements and driving significant revenue growth across multi-site or multi-country accounts.
- Strong commercial acumen and deep understanding of B2B sales cycles, negotiations, and contract management.
- Exceptional relationship management skills with the ability to influence and engage senior customer stakeholders and C-level decision-makers.
- Strategic thinker with the ability to translate customer insights and market intelligence into actionable, precedent-setting account strategies and execution plans.
- Solid analytical and problem-solving skills with the ability to interpret market data, trends, and competitive intelligence.
- Excellent communication, presentation, and interpersonal skills.
- Highly collaborative, proactive, and capable of managing multiple priorities in a regional environment.
- Familiarity with CRM systems and digital account management tools.
Skills & Competencies
- Drive, proactiveness, and agility with an attitude to "own it."
- Capable of independently managing multiple complex priorities in a fast-paced regional environment.
- Strong commercial acumen with a deep understanding of B2B sales cycles, negotiation, and contract management.
- Exceptional relationship management skills with the ability to influence and engage senior stakeholders and decision-makers.
- Strategic thinker with demonstrated ability to develop innovative practices and translate customer insights into actionable, long-term account plans.
- Strong analytical and problem-solving skills; ability to interpret market data, trends, and competitive intelligence to provide solutions that set precedent.
- Highly collaborative and able to lead cross-functional efforts with internal teams to deliver value-driven solutions with significant organisational impact.
- Proven mentoring capability, supporting the development of less experienced colleagues.