Business Development Manager, Thermal Services (Remote)

POSITION SUMMARY

The Business Development Manager, OEM 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.

RESPONSIBILITIES

OEM Thermal Services Business Development & Partnership Management (50%)

• 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

OEM Technical Services & Integration Support (50%)

• 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

QUALIFICATIONS

Required

• 5+ years of experience combining OEM business development, technical sales, or strategic account management with therma