Job description

POSITION SUMMARY Reporting to the Director of Technical Sales – Thermal Management, this role is responsible for Technical Business Development activities and growth initiatives for Vertiv Thermal Management Products in North America focused on Hyperscale customers. The Technical Business Development Manager is responsible for driving growth through identifying new opportunities, fostering strategic partnerships, and developing technical solutions while maintaining strong relationships with key stakeholders. This role requires deep data center knowledge, expertise in AC Thermal system implementation and the ability to align product offerings with market demands. RESPONSIBILITIES • Build and maintain strong relationships with key decision-makers and senior executives with existing clients and Vertiv key account directors • Maintain strategic customer partnerships through technical discussions • Design and propose complex, tailored technical solutions that address business needs and align with company goals • Produce customer specific presentations that align with their strategy • Provides technical review and response to Request for Proposals (RFP) for Vertiv Thermal Management opportunities for assigned Hyperscale accounts. Primary focus will be specification CDE review/completion, review of electrical drawings submitted with RFP, assistance with initial equipment configurations based on understanding of specification/drawing requirements, and aid with completing project specific bid forms (when required). • Lead coordination with internal teams such as engineering, SFA engineering, technical sales, and sales teams to address barriers in opportunities to orders process • 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. • Participate in New Product Development efforts. • Provide industry feedback to product managers for product improvements and roadmaps • Travel as required to support assigned Hyperscale accounts to support increasing share of wallet within the assigned accounts by supporting in person meetings. QUALIFICATIONS • Bachelor’s degree in engineering, business or related field • 5-8 years of experience in technical sales or business development roles • Technical knowledge of 3-phase AC Thermal products and applications • Deep market dynamics and industry knowledge • Experience working on large, complex RFQs • Experience working with Sales Offices and Account Managers • Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues • Sales Presentation skills • Ability to work independently with minimal supervision and drive initiatives to completion • Ability to multi-task and manage multiple projects simultaneously • Assist in problem job / equipment reconciliation • Provide a role model within the company for sales department functions PHYSICAL & ENVIRONMENTAL DEMANDS • No specific demands. TIME TRAVEL REQUIRED • No Specific demands The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities. OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. 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 About Vertiv Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to enable its customers’ vital applications to run continuously, perform optimally and grow with their business needs. Vertiv solves the most important challenges facing today’s data centers, communication networks and commercial and industrial facilities with a portfolio of Thermal, cooling and IT infrastructure solutions and services that extend from the cloud to the edge of the network. Headquartered in Westerville, Ohio, USA, Vertiv employs around 34,000 people and does business in more than 130 countries. Visit Vertiv.com to learn more. Work Authorization No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire. Equal Opportunity Employer Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertiv.com . Reporting to the Director of Technical Sales – Thermal Management, this role is responsible for Technical Business Development activities and growth initiatives for Vertiv Thermal Management Products in North America focused on Hyperscale customers. The Technical Business Development Manager is responsible for driving growth through identifying new opportunities, fostering strategic partnerships, and developing technical solutions while maintaining strong relationships with key stakeholders. This role requires deep data center knowledge, expertise in AC Thermal system implementation and the ability to align product offerings with market demands.

Requirements

Must-haves

Build and maintain strong relationships with key decision-makers and senior executives with existing clients and Vertiv key account directors
Maintain strategic customer partnerships through technical discussions
Design and propose complex, tailored technical solutions that address business needs and align with company goals
Produce customer specific presentations that align with their strategy
Lead coordination with internal teams such as engineering, SFA engineering, technical sales, and sales teams to address barriers in opportunities to orders process
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.
Participate in New Product Development efforts.
Provide industry feedback to product managers for product improvements and roadmaps
Travel as required to support assigned Hyperscale accounts to support increasing share of wallet within the assigned accounts by supporting in person meetings.
Bachelor’s degree in engineering, business or related field
5-8 years of experience in technical sales or business development roles
Technical knowledge of 3-phase AC Thermal products and applications
Deep market dynamics and industry knowledge
Experience working on large, complex RFQs
Experience working with Sales Offices and Account Managers
Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues
Sales Presentation skills
Ability to work independently with minimal supervision and drive initiatives to completion
Ability to multi-task and manage multiple projects simultaneously
Assist in problem job / equipment reconciliation
Provide a role model within the company for sales department functions

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: oracle-cloud
Effort: medium

Benefits

Benefits detected in the listing.

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