Technical Business Development Manager, Thermal Management - Hyperscale

The Technical Sales Manager - Hyperscale Thermal Management role is responsible for Technical Sales activities and growth initiatives for Vertiv's Thermal Management portfolio in North America focused on Hyperscale customers. The Technical Sales Manager is responsible for supporting growth by identifying new opportunities, fostering strategic partnerships, developing technical strategies, and enabling successful customer outcomes while maintaining strong relationships with key stakeholders. This role requires deep data center knowledge, expertise in data center thermal management, liquid cooling technologies, chilled water systems, direct expansion systems, and heat rejection infrastructure, along with the ability to align product offerings with evolving market demands.

RESPONSIBILITIES

• Build and maintain strong relationships with key decision-makers and senior executives within assigned accounts, and Vertiv Key Account Directors.
• Maintain strategic customer partnerships through technical discussions and solution development activities.
• Design and propose complex, tailored technical solutions that address customer business needs and align with Vertiv's strategic objectives.
• Produce customer-specific presentations and technical content that align with customer strategies and objectives.
• Provide technical review and responses to Request for Proposals (RFPs) for Vertiv Thermal opportunities within assigned accounts. Primary focus will include specification and CDE review/completion, review of mechanical, cooling system, and liquid cooling architectures, assistance with equipment selection and configuration, and completion of project-specific bid forms as required.
• Coordinate with Engineering, SFA Engineering, Technical Sales, Product Management, and Sales teams to address technical challenges and remove barriers throughout the opportunity-to-order process.
• Represent Vertiv during customer meetings, technical workshops, factory visits, and industry events.
• Participate as needed in account planning efforts and engagement strategies for assigned accounts.
• Support technical proposals, design documentation, conceptual designs, and project deliverables to aid the design process and successful customer outcomes.
• Provide sales staff with technical assistance and support for technical documentation, customer presentations, customer engagements, and technical communications.
• Provide technical leadership and mentorship to regional sales teams and technical resources supporting assigned accounts.
• Act as the primary technical escalation point for strategic opportunities within assigned accounts.
• Support New Product Development efforts through customer engagement, market feedback, competitive intelligence, and early product evaluations.
• Provide industry feedback to Product Managers to support product enhancements, market positioning, and future product roadmaps.
• Support resolution of technical issues and escalations associated with assigned opportunities and projects.
• Travel as required to support assigned accounts, strengthen customer relationships, and increase share of wallet through in-person meetings and technical engagement activities.

QUALIFICATIONS

• Bachelor's degree in Engineering, Business, or a related field.
• 5-8 years of experience in technical sales, application engineering, solutions engineering, or business development roles.
• Technical knowledge of thermal management systems, liquid cooling technologies, chilled water systems, direct expansion systems, heat rejection equipment, and related thermal applications.
• Deep understanding of data center market dynamics, industry trends, and emerging technologies.
• Experience with AI, high-density computing, liquid cooling, or mission-critical data center infrastructure preferred.
• Experience working on large, complex RFQs and RFPs.
• Experience working with Sales Offices, Strategic Account Managers, Key Account Directors, and cross-functional technical teams.
• Strong salesmanship, customer engagement skills, and confidence to address complex customer challenges.
• Excellent presentation, communication, and relationship-building skills.
• Ability to evaluate technical solutions while understanding customer business drivers, Total Cost of Ownership (TCO), and return on investment considerations.
• Ability to work independently with minimal supervision and drive initiatives to completion.
• Ability to manage multiple projects and priorities simultaneously in a fast-paced environment.
• Strong problem-solving, organizational, and project management skills.
• Serve as a role model within the company for technical sales excellence, collaboration, and customer engagement
  

The successful candidate will reflect and embrace Vertiv’s Values and Behaviors:

OUR VALUES

• Acting Like an Owner
• Assuming Positive intent in all employee interactions
• Being passionate about your work
• Challenging yourself in personal development
• Being tireless in exceeding customer expectations
• Assisting others to be successful as a team
• Owning our own mistakes quickly
• Talking with people and NOT about them
• Creating a culture where people can be their best

OUR BEHAVIORS

• Be self-aware and learn
• Embrace the customer experience
• Think and act broadly
• Drive change and innovation
• Leverage diversity for organization effectiveness
• Foster collaborative relationships
• Take intelligent risks

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5.0 billion in revenue, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to [email protected]

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.