• Pipeline aus Reichweite bauen • Outbound & Demand Generation • Discovery & Qualifikation • CRM & Pipeline-Ownership • Übergabe an Account Management

Role Description The Technical Sales Engineer – AC Power, Healthcare supports selling efforts for Vertiv’s 3-Phase AC Power product offering, with deep technical and industry knowledge with a specific focus on healthcare. Sitting remotely, this individual will address technical questions or issues that arise during sales engagement, set appropriate customer expectations, interact with existing customers to investigate new issues and needs, and give advice on new projects and initiatives. - Provides technical review and response to Request for Proposals (RFP) for Vertiv 3-Phase AC Power opportunities for assigned key accounts, or opportunities within assigned territories as needed. - Tasks may include: - Specification CDE review/completion - Review of electrical drawings submitted with RFP - Assistance with initial equipment configurations based on understanding of specification/drawing requirements - Aid with completing project specific bid forms (when required) - Supports driving sales growth with a specific focus on the healthcare market. - Provides technical support for key accounts including: - Assistance with development of concept power architectures - Technical guidance for selection of best fit product ratings - Battery selection and sizing - Creation of concept single lines - Virtual or in-person design reviews - Supports budgeting and spec development to maximize success rates. - Coordinates with key accounts to support engagement with targeted consulting engineers, contractors, and general contractors. - Represents the company and actively participates in key customer factory visits. - Travel as required to support key accounts and to support increasing share of wallet within the assigned account by supporting in person meetings. - Participates as needed in account planning efforts and engagement strategies for key clients. - Supports technical proposals, design documentation, and project proposals to aid the design process and delivery to customers. - Provides sales staff with technical assistance and support for technical documentation and customer-facing presentations & engagements including leading customer communications. - Participates in new product development efforts as assigned. - Provides industry feedback to product managers for product improvements and roadmaps. Qualifications - Bachelor’s degree from four-year College or University with emphasis in Engineering, or related technical field, or equivalent combination of education and experience. - 4-8 years of industry sales experience. - Technical knowledge of three phase products and applications. - Industry knowledge and understanding of healthcare market dynamics. - Ability to build relationships and collaborate well with other departments and sales offices. - Able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions. - Able to talk with different audiences, appropriately adjust technical content to meet different audience knowledge and interest, and can communicate with varying technical audience levels. - Ability to attain quota in measured categories. - Strong problem-solving skills. Requirements - Standard office environment. - Prolonged periods of sitting at a desk and working on a computer. - 25 - 50% domestic travel to meet customer needs. Benefits - The successful candidate will embrace Vertiv’s Core Principles & Behaviors to help execute our Strategic Priorities. Company Description 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.

• Establish a gold standard demo approach that credibly underpins the company’s vision for Privilege Access Management Solutions. • Strategize with account managers on ways to optimize our engagement with client stakeholders • Deliver world class Proof of Value (PoV) / Proof of Concept (PoC) engagements that solidify the value and differentiation of Delinea solutions • Develop new and innovative concepts and programs to drive pipeline with the ESP target customer base. • Leverage public speaking, industry commentary, and social media outlets to build awareness and drive pipeline. • Articulate the Delinea vision and strategy with prospects, customers, & partners. • Be a strategic thinker that is constantly looking for selling techniques and strategies that can create a competitive advantage for Delinea. • Identify industry trends that qualify as growth opportunity for the Delinea business. • Address technical blockers that are impeding the closing of opportunities. • Work with Product Management in relaying feature requests and suggestions based on market, customer, and prospect feedback.

• Support the sales team during customer meetings, discovery sessions, technical presentations, product demonstrations, and solution workshops. • Engage with CISOs, CTOs, IT Managers, Security Teams, Compliance Officers, and business decision-makers. • Understand customer business objectives, cybersecurity challenges, technical environments, compliance requirements, and risk exposure. • Present AI2Cyber’s solutions clearly and confidently to both technical and non-technical audiences. • Design tailored technical solutions based on customer requirements, maturity level, and security priorities. • Prepare and deliver demos, proof-of-concept plans, technical workshops, solution walkthroughs, and customer-facing presentations. • Translate customer needs into technical proposals, solution descriptions, implementation approaches, and RFP/RFI responses. • Act as a trusted technical advisor throughout the sales process. • Identify technical risks, objections, gaps, and dependencies during the sales cycle. • Collaborate with Product, Engineering, Delivery, and Sales teams to align customer expectations with AI2Cyber’s capabilities. • Provide structured feedback to internal teams based on customer needs, market trends, and competitive insights. • Support customer onboarding and handover to delivery or implementation teams. • Stay updated on cybersecurity trends, AI-driven security technologies, threat intelligence, compliance requirements, and competitive solutions.