Business Development Manager, Thermal Services (Remote)
Vertiv
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Job summary
Vertiv is seeking a Business Development Manager, Thermal Services in Westerville, Ohio. The role focuses on driving revenue growth and strategic partnerships with leading OEMs in high-performance liquid cooling, including Direct-to-Chip cooling and CDU solutions.
You will manage end-to-end OEM engagement, develop thermal services opportunities, and ensure successful service delivery across the lifecycle. Responsibilities include building relationships with OEM engineering teams, conducting
Qualifications
- 8+ years of experience combining OEM business development, technical sales, or strategic account management with thermal engineering, application engineering, or technical services.
- Degree in Engineering, Business Management, or related field (or equivalent combination of education and experience).
- Proven track record of OEM partnership development and securing design wins.
Responsibilities
- Identify and develop strategic thermal services opportunities with OEMs (HPE, Dell, Lenovo, Supermicro).
- Build pipeline of OEM thermal services including deployment support contracts and training certifications.
- Lead service sales cycles from engagement to enterprise service agreements, negotiating pricing, SLAs, and coverage.
Skills
Education
Job description
The Business Development Manager, Thermal Services will drive revenue growth and strategic partnerships with leading Original Equipment Manufacturers (HPE, Dell, Lenovo, Supermicro, etc.) in the high-performance liquid cooling market. This dual-focused role combines strategic OEM business development and identifying thermal services opportunities while building engineering relationships with technical services leadership across the full OEM engagement lifecycle. You'll develop new business by positioning Vertiv’s liquid cooling portfolio as the preferred thermal management solution for next‑generation OEM server platforms while ensuring successful implementation, integration support, and ongoing service delivery of Direct-to-Chip cooling, CDU (Coolant Distribution Unit) solutions, and hybrid cooling architectures. Collaborate with OEM engineering teams, Thermal Engineering and Product Management.
The Business Development Manager, Thermal Services will drive revenue growth and strategic partnerships with leading Original Equipment Manufacturers (HPE, Dell, Lenovo, Supermicro, etc.) in the high-performance liquid cooling market. This dual-focused role combines strategic OEM business development and identifying thermal services opportunities while building engineering relationships with technical services leadership across the full OEM engagement lifecycle. You'll develop new business by positioning Vertiv’s liquid cooling portfolio as the preferred thermal management solution for next‑generation OEM server platforms while ensuring successful implementation, integration support, and ongoing service delivery of Direct-to-Chip cooling, CDU (Coolant Distribution Unit) solutions, and hybrid cooling architectures. Collaborate with OEM engineering teams, Thermal Engineering and Product Management.
- Identify and develop strategic thermal services opportunities with OEM manufacturers (HPE, Dell, Lenovo, Supermicro) focusing on multi‑year service agreements, commissioning contracts, fluid management programs, and maintenance partnerships for liquid‑cooled AI/ML and HPC server platforms
- Build robust pipeline of OEM thermal services including deployment support contracts, thermal validation services, training certifications, field service partnerships, and performance optimization engagements
- Establish service‑focused relationships with OEM service organizations, thermal engineering teams, and supply chain leaders to become preferred thermal services partner for liquid‑cooled platform deployments
- Conduct service requirement workshops with OEM teams to understand deployment challenges, field service capabilities, training needs, and develop comprehensive thermal services proposals including service value propositions, uptime improvement models, and ROI justifications
- Lead service sales cycles from initial engagement through pilot programs and enterprise service agreements, negotiating service pricing, SLA commitments, geographic coverage, response times, and performance metrics
- Track OEM server roadmaps and service delivery models to proactively position Vertiv thermal services for upcoming platform launches and identify opportunities to embed services into OEM warranty programs, extended service contracts, and managed services solutions
- Design, quote, and deliver end‑to‑end thermal services programs including system commissioning, thermal performance validation, fluid quality management, preventive maintenance schedules, emergency repair services, performance monitoring, and optimization programs for OEM liquid‑cooled server deployments
- Manage fluid lifecycle services including coolant specification and procurement, initial system fill, routine fluid testing (pH, conductivity, inhibitor levels, metals analysis), fluid replacement programs, and proper disposal services ensuring optimal thermal performance and corrosion protection
- Deliver preventive maintenance programs including scheduled CDU inspections, pump performance monitoring, filter replacements, thermal interface material assessments, leak detection system checks, and annual thermal performance audits
- Create comprehensive service documentation including commissioning reports, fluid analysis records, maintenance logs, performance trend analysis, and optimization recommendations for OEM customers and internal tracking
- Establish service delivery standards and quality metrics including commissioning checklists, acceptance criteria, fluid quality specifications, response time commitments, and customer satisfaction measurements
- Act as technical escalation point for complex thermal service issues including performance degradation, coolant contamination, leak events, thermal runaway conditions, and system failures requiring root cause analysis and corrective action plans
- Coordinate field service delivery resources including scheduling service technicians, managing spare parts inventory, coordinating third‑party fluid management partners (Chemtec, Dow, etc.), and ensuring timely execution of service commitments
- 8+ years of experience combining OEM business development, technical sales, or strategic account management with thermal engineering, application engineering, or technical services in server infrastructure, cooling systems, or data center thermal management.
- Degree in Engineering, Business Management, Business Administration, or related field (or equivalent combination of education and experience).
- Proven track record of OEM partnership development with demonstrated ability to secure design wins, navigate complex OEM organizations, and build relationships with server manufacturers.
- Basic knowledge of heat transfer principles, cold plate design, coolant properties, pump systems, thermal interface materials, and server‑level thermal management
- Understanding of AI/ML accelerator platforms (NVIDIA H100/H200/GB200, AMD MI300, Intel Gaudi), GPU thermal requirements, and high‑performance computing cooling challenges
- Strong project management abilities to coordinate cross‑functional teams, manage complex timelines, and deliver on OEM development commitments
- Engineering degree (Mechanical, Thermal, or related discipline) or equivalent technical background
- Experience with OEM product development lifecycle, NPI (New Product Introduction) processes, and manufacturing qualification procedures
- Knowledge of data center facility integration including facility water‑side systems, secondary loop architectures, and building infrastructure constraints
- Existing relationships with thermal engineering or product management teams at HPE, Dell, Lenovo, Supermicro, or other server OEMs
- Technical certifications in thermal management, data center design (ASHRAE, Uptime Institute), or related fields
- 50% (including customer data center site visits, commissioning support, and industry conferences)
The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.
Safety. Integrity. Respect. Teamwork. Inclusion.
- 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.
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.
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