Technical Business Development Manager, Thermal

POSITION SUMMARY

This role is responsible for developing and maintaining relationships with key consulting engineering firms, ensuring the successful specification and adoption of the company’s solutions. This role will also support the national sales team, providing technical expertise, training, and strategic guidance to drive business growth. The work produced by this role will help Vertiv to maintain its position as the industry leader in providing thermal management and liquid cooling products for data center applications. 

RESPONSIBILITIES

• Implement account specific strategies to grow influence on key engineering firms to increase Vertiv thermal management. 
• Drive Vertiv product specification within engineering firms by demonstrating technical advantages and compliance with industry standards.
• Provide technical presentations, Lunch & Learns, and training sessions to educate engineers and end users on product capabilities.
• Monitor and report on industry trends, regulatory updates, and competitive landscape affecting technical specifications.
• Assist the national sales team by providing technical expertise in pre-sales engagements, project specifications, and solution development.
• Develop sales training programs and provide feedback on sales tools and materials to enhance the sales team’s technical competency.
• Support sales reps on customer calls, bid processes, and technical discussions with consulting engineers and project stakeholders.
• Collaborate with regional sales teams to identify and close opportunities in major engineering-driven projects.
• Work closely with engineering, product management, and marketing teams to provide feedback on product performance, market needs, and feature enhancements.
• Stay up to date with industry codes, standards, and best practices (e.g., ASHRAE, OCP).
• Represent Vertiv at industry trade shows, conferences, and networking events to build brand awareness and generate leads.
• Provide technical guidance as needed with key end user MTDC accounts and some GSA accounts.
• Provide industry feedback to product managers for product improvements and roadmaps.

 

MINIMUM QUALIFICATIONS

• 4+ years of industry technical experience.
• Technical knowledge of data center thermal management products, liquid cooling, and applications.
• Excellent sales presentation skills.
• Ability to communicate complex technical concepts in a clear and persuasive manner.
• Strong understanding of consulting engineering workflows, project design cycles, and specification processes.
• Proven ability to influence engineering decision-makers and drive product adoption.
• Experience working with sales offices.
• Strong problem-solving skills.

 

PREFERRED QUALIFICATIONS

• Previous sales experience. 

 

 

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.  

OUR CORE PRINCIPALS:  Safety.  Integrity. Respect.  Teamwork.  Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

• Customer Focus
• Operational Excellence
• High-Performance Culture
• Innovation
• Financial Strength

OUR BEHAVIORS

• 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

 

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-cr