Business Development Manager, Thermal Services
Listed on 2026-09-04
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Sales
Sales Manager, Business Development, B2B Sales
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.
SUMMARY
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…
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