Business Development Manager, Thermal Services
Vertiv
A complete application in a minute — tailored resume and cover letter, ready to send.
Job summary
Vertiv, headquartered in Westerville, Ohio, seeks a Business Development Manager for Thermal Services to drive sales in high-density liquid cooling. You will collaborate across Offering, Services, Engineering, Parts, and Outside Sales to grow service attach and identify new opportunities, with 50% focus on the Northeast region and 50% on large named accounts.
You will build best-practice sales processes, train teams, and help bring advanced cooling solutions to market for AI/HPC workloads.
Qualifications
- 8+ years of Business development experience, with at least 2 years in data center thermal management or liquid cooling.
- Degree in Mechanical Engineering, Thermal Engineering, Business Management, Business Administration or related field.
- Strong technical understanding of thermodynamics, heat transfer principles, and fluid dynamics as applied to data center cooling systems.
- Business Development plan creation and execution experience.
- Strong organizational skills, detailed oriented, and able to manage multiple initiatives.
Responsibilities
- Evaluate market requirements for all Selling Motions and develop sales strategies that align with customer requirements and Vertiv’s capabilities, specifically addressing high-density computing thermal challenges exceeding 30kW per rack and up to 140kW per rack.
- Create roadmap of services scopes, pricing, selling strategies, and socialization plans within the sales and service organization for both air-cooled and liquid-cooled thermal solutions.
- Work with Sales teams to maintain Service Sales Pipeline so that company has visibility to upcoming projects and requirements.
- Serve as subject matter expert on liquid cooling architectures including direct-to-chip, rear-door heat exchangers, next generation cooling systems.
- Develop technical service offerings for CDU commissioning, maintenance, and optimization.
- Partner with engineering teams to define SLAs for liquid cooling infrastructure supporting AI and HPC applications.
Skills
Education
Job description
The Business Development Manager, Thermal Services will work with Offering, Services, Application Engineering, Parts, and Outside Sales teams to develop and drive sales initiatives in the High Density/Liquid Cooling market. This will include all aspects of the selling cycle from Point-of-Sale services attach through Aftermarket sales opportunities. This role will monitor Service sales activities in this segment and improve performance through best practices development, sales training, and any other required activities to improve Service sales attach rate success. It will also identify new service opportunities and work with the outlined team above to bring them to market. This role will supplement the ongoing Offering and Sales activities across all selling motions to provide focus on all services available on our thermal products, with particular emphasis on advanced liquid cooling technologies supporting AI/ML and high-performance computing workloads. This role will focus 50% on the Northeast US territory and 50% on Large named accounts.
The Business Development Manager, Thermal Services will work with Offering, Services, Application Engineering, Parts, and Outside Sales teams to develop and drive sales initiatives in the High Density/Liquid Cooling market. This will include all aspects of the selling cycle from Point-of-Sale services attach through Aftermarket sales opportunities. This role will monitor Service sales activities in this segment and improve performance through best practices development, sales training, and any other required activities to improve Service sales attach rate success. It will also identify new service opportunities and work with the outlined team above to bring them to market. This role will supplement the ongoing Offering and Sales activities across all selling motions to provide focus on all services available on our thermal products, with particular emphasis on advanced liquid cooling technologies supporting AI/ML and high-performance computing workloads. This role will focus 50% on the Northeast US territory and 50% on Large named accounts.
- Evaluate market requirements for all Selling Motions and develop sales strategies that align with customer requirements and Vertiv’s capabilities, specifically addressing high-density computing thermal challenges exceeding 30kW per rack and up to 140kW per rack.
- Create roadmap of services scopes, pricing, selling strategies, and socialization plans within the sales and service organization for both air-cooled and liquid-cooled thermal solutions.
- Work with Sales teams to maintain Service Sales Pipeline so that company has visibility to upcoming projects and requirements.
- Serve as subject matter expert on liquid cooling architectures including direct-to-chip, rear-door heat exchangers, next generation cooling systems.
- Develop technical service offerings for coolant distribution unit (CDU) commissioning, maintenance, and optimization.
- Partner with engineering teams to define service level agreements (SLAs) for liquid cooling infrastructure supporting mission-critical AI and HPC applications.
- Identify opportunities for thermal performance optimization services including flow rate analysis, pressure drop calculations, and heat transfer efficiency improvements.
- 8+ years of Business development experience, with at least 2 years specifically in data center thermal management or liquid cooling technologies.
- Degree in Mechanical Engineering, Thermal Engineering, Business Management, Business Administration or related field (or equivalent combination of education and experience.)
- Strong technical understanding of thermodynamics, heat transfer principles, and fluid dynamics as applied to data center cooling systems.
- Business Development plan creation and execution experience.
- Strong organizational skills, detailed oriented, and able to manage multiple initiatives.
- Excellent problem-solving abilities and capable of resolving contract and product issues.
- Excellent written and oral communication skills with ability to present complex technical concepts to both technical and non-technical audiences.
- Direct experience with liquid cooling technologies including:
- Direct-to-chip cold plate systems (CPU/GPU cold plates)
- Single-phase and two-phase cooling architectures
- Rear-door heat exchangers (RDHx) and in-row cooling systems
- Immersion cooling (single-phase and two-phase dielectric fluids)
- Hybrid cooling deployments combining air and liquid cooling
- Hands-on experience with CDU specifications, manifold design, and secondary loop configurations.
- Knowledge of coolant types including water/glycol mixtures, dielectric fluids, and specialty heat transfer fluids.
- Understanding of data center liquid cooling standards including ASHRAE Thermal Guidelines, OCP specifications, and industry best practices.
- Familiarity with leak detection systems, fluid quality monitoring, and contamination prevention protocols.
- Knowledge of high-density computing environments supporting AI/ML workloads (100kW+ per rack).
- HVAC, Mechanical contractor and/or mechanical application engineering experience.
- Working knowledge of Data Center & Communication industries.
- Working knowledge of Vertiv products and services.
- Experience selling or supporting thermal solutions for hyperscale, colocation, or enterprise data centers.
- Understanding of total cost of ownership (TCO) analysis for liquid cooling vs. traditional air cooling systems.
- Knowledge of facility water infrastructure, chiller plants, and building management systems (BMS) integration with liquid cooling.
- Frequent travel.
- 50%
- High-Performance Culture
- Customer Focus
- Operational Excellence
- Innovation
- Financial Strength
- Own It
- Act With Urgency
- Foster a Customer-First Mindset
- Think Big and Execute
- Lead by Example
- Drive Continuous Improvement
- Learn and Seek Out Development
- Promote transparent & open communication
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. Visit Vertiv.com to learn more.
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.
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 help.join@vertiv.com
The successful candidate will embrace Vertiv’s Core Principles & Behaviors to help execute our Strategic Priorities.
- High-Performance Culture
- Customer Focus
- Operational Excellence
- Innovation
- Financial Strength
- Own it
- Act with urgency
- Foster a customer-first mindset
- Think big and execute
- Lead by example
- Drive continuous improvement
- Learn and seek out development
- Promote transparent & open communication
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. Visit Vertiv.com to learn more.
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.
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 help.join@vertiv.com
'/%3e%3cpath%20d='M101.744%2012.4726L102.894%2016.1947L99.0021%2013.2201L101.744%2012.4726ZM105.3%208.40937H100.488L99.0026%203.59473L97.5116%208.41047L92.7%208.40385L96.5965%2011.3834L95.1055%2016.1942L99.0021%2013.2196L101.408%2011.3834L105.3%208.40992V8.40937Z'%20fill='white'/%3e%3cdefs%3e%3clinearGradient%20id='paint0_linear_5593_1381'%20x1='90'%20y1='9.44471'%20x2='99'%20y2='9.44471'%20gradientUnits='userSpaceOnUse'%3e%3cstop%20stop-color='%2300AD70'/%3e%3cstop%20offset='0.998594'%20stop-color='%2300B67A'/%3e%3cstop%20offset='1'%20stop-color='%23DCDCE6'/%3e%3c/linearGradient%3e%3c/defs%3e%3c/svg%3e){kind=small}
