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Job Summary:
Vertiv is a global critical infrastructure and data center technology company, and they are seeking a Sr. Product Manager to oversee the go-to-market strategy for their datacenter manageability portfolio. This role involves collaborating with product, sales, and engineering teams to ensure effective positioning, messaging, and sales enablement, ultimately driving commercial success.
Responsibilities:
• Own positioning and messaging for the KVM and serial console portfolio. Build the value narratives, customer-facing one-pagers, solution briefs, and web content that turn engineering capability into a story buyers act on. Make sure messaging holds up under scrutiny from datacenter architects, not just procurement.
• Drive sales enablement end to end. Working with marketing to build the pitch decks, demo flows, discovery guides, objection handlers, and battle cards the field actually uses. Train sellers, SEs, and channel partners directly. Measure whether enablement is moving win rates, not just whether the deck got published.
• Liaison with competitive intelligence and differentiation. Maintain a living view of how we stack against direct competitors and adjacent solutions. Run win/loss analysis, dig into lost deals, and feed sharp differentiation back into both messaging and roadmap.
• Shape pricing and packaging. Partner with finance, sales, and product to evaluate list pricing, discount discipline, bundling, and tiering across hardware and software components. Bring data - deal velocity, attach rates, segment economics - not opinions.
• Be the customer voice in the room. Spend real time with datacenter operators, MSPs, hyperscaler buyers, and channel partners. Translate what you hear into product input, GTM motion changes, and a roadmap of commercial bets.
• Partner with the broader PM team on roadmap trade-offs, especially where commercial signals - pricing pressure, competitive losses, segment shifts - should reshape priorities.
Qualifications:
Required:
• 6+ years in product management, product marketing, or a hybrid GTM-product role, with at least 3 years on B2B infrastructure, hardware, or technical-buyer products.
• Demonstrated ownership of positioning, messaging, and sales enablement for a complex technical product - not just contribution, ownership.
• Comfort with the datacenter / IT infrastructure domain: server management, out-of-band access, networking fundamentals, rack-and-stack realities. You don’t need to have shipped a KVM, but you should be conversant in the world your customers live in.
• Strong commercial instincts. You’ve worked closely with sales teams, sat in on customer calls, read deal desks, and understand how enterprise infrastructure buying actually happens (RFPs, channel, distribution, large-account procurement).
• Track record of pricing or packaging work that moved a real metric - ASP, attach, margin, win rate.
• Excellent written communication. The job lives or dies on clarity in a deck, a one-pager, or a 200-word product brief.
• Comfort operating with ambiguity and across organizational seams. This role intentionally sits between functions; if rigid scope is what you want, this isn’t it.
Preferred:
• Experience with channel-led or distribution-led GTM motions as well as direct.
• Background in data center operations, IT operations management (ITOM), DCIM, or remote management software.
• Hands-on familiarity with KVM-over-IP, serial console servers, IPMI/Redfish, or related management tooling.
• Prior experience in a matrixed organization where product, product marketing, and field marketing are separate functions - and making the seams invisible to customers and sellers.
Company:
Vertiv designs, builds and services critical infrastructure that enables vital applications for data centers and industrial facilities. Founded in 2016, the company is headquartered in Westerville, USA, with a team of 10001+ employees. The company is currently Late Stage.