Director, Thermal System Sales Liquid Cooling

POSITION SUMMARY

The Director of Thermal Systems Sales, Liquid Cooling is responsible for leading the Liquid Cooling Application Engineering team to increase sales of liquid cooling systems.  This senior level position will provide industry leading design guidance to both traditional construction and IT reseller channels. The design guidance includes system analysis and optimization for a wide variety of customer and project types. The Director will be responsible for developing tools, policies, and strategies to support dramatic growth of liquid cooling systems through IT resellers and will be empowered to staff the team to achieve this growth. These strategies will be developed in coordination with key sales motion leaders and in alignment with overall thermal tech sales strategy. 

RESPONSIBILITIES

• Develop and implement differentiated strategies for growth of liquid cooling systems sales through infrastructure and IT reseller channels.
• Build, lead, mentor, and manage a team of high performing solution and specialized application engineers, while ensuring professional growth and high performance.
• Foster a culture of innovation and continuous improvement within the team.
• Develop tools to collaborate with cross-functional teams, including offering management, technical sales, sales, and engineering. 
• Coordinate CDE (Comply, Deviate, Exclude) responses for chilled water systems and liquid cooling products for non-Global Strategic Account (GSA) projects. 
• Develop a thorough reference design library for common application cases that includes technical documentation on system / component performance, recommended operational setpoints, energy analysis, recommended equipment layout, and sequences of operation.
• Drive the development and adoption of new tools, software, and methodologies to enhance system modelling.
• Serve as technical lead for key customers through providing expert advice on thermal applications and solutions involving liquid cooled or chilled water systems.
• Support budgeting and spec development to maximize success rates.
• Coordinate with Technical Sales team members to support engagement with targeted consulting engineers, contractors, and GCs. 
• Represent the company and actively participate in key customer factory visits. 
• Participate as needed in account planning efforts and engagement strategies for key clients. 
• Support technical proposals, design documentation and project proposals to aid the design process and delivery to customers. 
• Provide sales staff with technical assistance and support for technical documentation and customer facing presentations and engagements including leading customer communications.
• Represent Vertiv at industry conferences, seminars, and customer presentations
• Stay updated on evolving industry trends, materials, and technologies to maintain the Vertiv’s competitive edge
• Assist in problem job/equipment reconciliation. 
• Provide industry feedback to product managers for product improvements and roadmaps.

 

QUALIFICATIONS

Minimum Job Qualifications: 

• 12+ years of industry technical experience.
• Technical knowledge of data center thermal management products and applications.
• Deep market dynamics and industry knowledge.
• Experience in managing high performing teams.
• Experience working on large, complex Request for Quotes (RFQs).
• Experience working with sales offices. 
• Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues.
• Strong sales presentation skills.
• Strong problem-solving skills and ability to translate technical challenges into actionable plans.

 

Preferred job Qualifications:

• Liquid cooling expertise
• Experience in sales

 

PHYSICAL & ENVIRONMENTAL DEMANDS

• No special physical requirements.

 

TIME TRAVEL REQUIRED

• 50%

 

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.