Business Development Manager, Thermal Services

Vertiv • Westerville, OH

10d • Hybrid

About The Position

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.

Requirements

• 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.

Nice To Haves

• 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.

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 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree