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Install Base Hunter

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Client Overview:

The client designs, builds and services critical infrastructure that enables vital applications for data centers, communication networks and commercial and industrial facilities. They support today's growing mobile and cloud computing markets with a portfolio of power, thermal and infrastructure management solutions.

They offer unsurpassed global scale and broad expertise, built from heritage and now match industry leadership with the focus and spirit of a startup.

Client Industry:


Job Description and Qualification:


• To achieve the revenue targets determined from the assigned install base customers who have Vertiv
equipment but no active maintenance coverage or have since expired/discountinued our services.
• Develop and manage customer relationships via outbound calls, email, and other forms of communication
• Help improve install base penetration rates through contract selling year on year.
• Promote and position Vertiv service value offerings to the assigned install base with expired/discontinued
coverage on their existing Vertiv equipment, with the intention to reacquire them as a customer through resigning new maintenance agreements, procure time & material services, procure spare parts and/or batteries,
and other services that they deem vital for their continued operations
• Learn, understand, and develop the ability to negotiate with the end users the terms and conditions of the
service contracts aligned with the Vertiv standards.
• Report the contract pipeline & forecasts periodically to the Director of Service Sales as well as to the relevant
country service management teams.
• Identify & be able to present the hierarchy of risks on service contracts that may contain terms that differ from
the Vertiv standards.
• Work harmoniously with the different teams necessary to succeed especially with the service teams in the
MU’s, the legal team in Asia, finance & collections, & the contracts admin teams in Asia.
• Establish a high drive for results & develop a winning culture.
• Responsible for achieving or exceeding the assigned service contract revenue targets.
• Actively engage with the end users through outbound calls, emails & other forms of communication to ensure
that renewal of service contracts are made on time.
• Prepare monthly, quarterly, semi annual and annual forecasts to the Service Management of the relevant
countries assigned as well as to the Director of Service Sales, Asia.
• Develop outstanding customer relationships to promote customer loyalty to the Vertiv brand.
• Coordinate with the Vertiv legal team & the contracts admin team to ensure that the terms & conditions of the
contract are adhered prior to the actual loading of the contract.
• Help promote Vertiv products & services to the customers being managed.
• Actively espouse good customer experience to self and to other Vertiv teams throughout the contract renewal


• Bachelor's Degree
• 2-3 years of experience in sales &/or service, preferably with Telesales experience as
• Experience in handling contractual negotiations is a differentiator.
• Strong communicator in both written and verbal, especially skilled to manage
relationships through the phone.
• Experience with cultural diversity